Abstract
This study used direct observation to investigate the relationship between audience characteristics and the verbal self-presentational behaviors of 34 school principals. The results revealed that the principals presented themselves differently with high- and low-status, familiar and unfamiliar, and internal and external audiences. Differences in the principals' self-presentations during dyadic and group interactions were also observed. The implications of these findings for research on impression management behaviors and management theory are considered.
Keywords
Impression managementPsychologyObservational studySocial psychologyOrganizational behaviorApplied psychologyAdvertisingBusiness
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Publication Info
- Year
- 1988
- Type
- article
- Volume
- 31
- Issue
- 1
- Pages
- 42-65
- Citations
- 107
- Access
- Closed
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Cite This
William L. Gardner,
Mark J. Martinko
(1988).
IMPRESSION MANAGEMENT: AN OBSERVATIONAL STUDY LINKING AUDIENCE CHARACTERISTICS WITH VERBAL SELF-PRESENTATIONS..
Academy of Management Journal
, 31
(1)
, 42-65.
https://doi.org/10.2307/256497
Identifiers
- DOI
- 10.2307/256497