No discussion of managing up, down, and sideways would be complete without a discussion of impression management. After all, says professor Susan Ashford of the Michigan Business School, organizations “are made up of people who observe and make judgments about each other.” The judgments people make about us influence our task effectiveness, career success, and self-esteem. Consequently, it is not surprising that we sometimes use impression management strategies to influence other people's judgments of us in order to achieve a desired goal.
If you ever do a survey, you'll find that people prefer illusion to reality, ten to one.
—Judity Guest, Ordinary People
Our goal may be to get something for ourselves—organizational ...