Applications of self-presentation theory, or impression management, in management and organizations are the focus of this volume. Social psychologists have been devoting increased attention to this new theoretical framework, which involves the concerns of individuals making a positive impression on others. This is the first book to show how this theory affects real-life management.

PART ONE: APPLYING IMPRESSION MANAGEMENT TO ORGANIZATIONS: AN ORIENTATION From Extreme to Mainstream - Robert A Giacalone and Paul Rosenfeld Applying Impression Management in Organizations Applying Impression Management to Create Productive Self-Fulfilling Prophecy at Work - Dov Eden The Management of Shared Meaning in Organizations - Gerald R Ferris et al Opportunism in the Reflection of Attitudes, Beliefs, and Values PART TWO: HUMAN RESOURCES AND CAREERS Impression Management and Career Strategies - Daniel C Feldman and Nancy R Klich Performance Appraisal - Peter Villanova and John Bernardin The Means, Motive, and Opportunity to Manage Impressions Impression Management and Exit Interview Distortion - Robert A Giacalone, Stephen B Knouse, and D Neil Ashworth PART THREE: NEGOTIATION, CONFLICT AND JUSTICE Establishing Fairness in the Eye of the Beholder - Jerald Greenberg, Robert J Bies and Don E Eskew Managing Impressions of Organizational Justice Impression Management in Negotiations - James A Wall Jr Impression Management and Organizational Conflict - M Afzular Rahim and Gabriel F Buntzman PART FOUR: DIVERSITY - GENDER AND CULTURAL APPLICATIONS Start With a Rational Group of People... Gender Effects of Impression Management in Organizations - Laurie Larwood Cultural Influences on Modes of Impression Management - Michael Harris Bond Implications for the Culturally Diverse Organization PART FIVE: COMMUNICATION AND CONFORMITY APPLICATIONS Symbolic Communication and Image Management in Organizations - Gail S Russ Conformity - David A Ralston and Priscilla M Elsass A Subtle Means of Impression Management PART SIX: IMPRESSION MANAGEMENT - LOOKING TO THE FUTURE Future Directions - Mark J Martinko Toward a Model for Applying Impression Management Strategies in the Workplace