Impression Management in Organizations: Critical Questions, Answers, and Areas for Future Research

Abstract

Over the past 30 years, researchers have devoted significant attention to understanding impression management in organizations. In this article, we review key questions that have been addressed in this area regarding definitions of impression management; types of impression management; impression management motivation; the effectiveness of ingratiation, self-promotion, and other tactics of impression management; personal factors associated with successful impression management; gender and impression management; cross-cultural implications of impression management; and the measurement of impression management. In doing so, we identify major themes and findings and highlight critical issues and unanswered questions. After reviewing these topics, we also discuss some practical implications for individuals and organizations. Finally, we conclude by outlining some broader avenues for inquiry that would help move this literature forward.