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Journal of Management
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More Than One Way to Make an Impression: Exploring Profiles of Impression Management

Mark C. Bolino

Department of Management, Mendoza College of Business, University of Notre Dame, Notre Dame, IN 46556, USAmbolino{at}nd.edu

William H. Turnley

Department of Management, College of Business Administration, Kansas State University, Manhattan, KS 66506, USAturnley{at}ksu.edu

This research explores the use of impression management tactics in combination. Two studies were conducted to identify three profiles of impression management use and to examine how three individual difference variables are related to these patterns. The results suggest that women are less aggressive than men in using impression management, that high self-monitors favor positive impression management strategies, and that high Machs use impression management tactics rather indiscriminately. The findings also suggest that individuals who either avoid using impression management or who use only positive tactics are seen more favorably than those who use relatively high levels of all types of impression management. Some implications and directions for future research are discussed as well.

Journal of Management, Vol. 29, No. 2, 141-160 (2003)
DOI: 10.1177/014920630302900202
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M. C. Bolino, K. M. Kacmar, W. H. Turnley, and J. B. Gilstrap
A Multi-Level Review of Impression Management Motives and Behaviors
Journal of Management, December 1, 2008; 34(6): 1080 - 1109.
[Abstract] [PDF]