Impression management training: Conceptualization and application to personal selling

Organizational Norm Congruency and Interpersonal Familiarity in E-Mail: Examining Messages From Two Different Status Perspectives

“…Cunningham and Green (2002) suggest people should “treat e‐mail as an opportunity to put your best foot forward” (p. 20). Essentially, credibility perceptions may be cultivated via e‐mail messages and are important outcomes of strategically managing impressions (Leathers, 1998).…”

Rhetoric, Anxiety, and Character Armor: Burke's Interactional Rhetoric of Identity1

“…Within social psychology, for example, numerous empirical studies have explored the process of self-presentation (Arkin & Baumgardner, 1986;Bangerter, 2000;Baumeister, 1982aBaumeister, , 1982bDePaulo, 1992;Giacalone & Rosenfeld, 1991;Gilbert & Jones, 1986;Hill, Weary, & Williams, 1986;Jones & Pittman, 1982;Leary, 1993;Leary & Kowalski, 1990;Rhodewalt, 1986;Schlenker, 1980;Schlenker & Pontari, 2000;Tedeschi, 1981;Whitehead & Smith, 1986). In like fashion, communication scholars have closely investigated 'facework' (Cupach & Metts, 1994;Kerssen-Griep, 2001;Oetzel et al, 2001;Rogan & Hammer, 1994;Ting-Toomey, 1994;Ting-Toomey & Oetzel, 2002) and strategic presentations of self (Allen, 1986;Allen & Caillouet, 1994;Clark & Delia, 1979;Dillard, Segrin, & Hardin, 1989;Ellis & Wittenbaum, 2000;Leathers, 1988;Riess & Rosenfeld, 1980;Wilson, 1990).…”