Upward Impression Management: Goals, Influence Strategies, and Consequences

Asha Rao, Stuart M. Schmidt, Lynda H. Murray

Human Relations · 1995 · Volume 48 · Issue 2

Abstract

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 usually attributed to impression management. Managerial ap- praisals 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.

Keywords

impression management, influence strategies, performance appraisals

Enable JavaScript for citation tools and additional paper interactions.