Upward impression management: Goals, influence strategies, a

Employees often seek to create favorable impressions with their managers. An empirical study of the antecedents, process, and consequences of influence strategies in upward impression management found that subordinates have both multiple goals and strategies. Subordinates' strategies varied wit...

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Bibliographic Details
Published in:Human relations (New York) 1995-02, Vol.48 (2), p.147
Main Authors: Rao, Asha, Schmidt, Stuart M, Murray, Lynda H
Format: Article
Language:English
Subjects:
Audiences
Behavior
Construction
Correlation analysis
Hypotheses
Impressions
Objectives
Perceptions
Performance appraisal
Researchers
Studies
Subordinates
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Summary:Employees often seek to create favorable impressions with their managers. An empirical study of the antecedents, process, and consequences of influence strategies in upward impression management found that subordinates have both multiple goals and strategies. Subordinates' strategies varied with their goals in impression management. They also reported using a wider range of strategies than is usually attributed in impression management. Managerial appraisals were based on their impressions of their subordinates, and perceptions of their influence style. While subordinates may believe that ingratiation will help them get better appraisals, using coalitions appears to lead to favorable impressions and appraisals. Subordinate assertiveness may lead to unfavorable impressions and performance appraisals.
ISSN:0018-7267
1741-282X