As human beings, we are programmed to judge from first impressions. According to studies, our opinion of someone is formed within the first 7- 17 seconds. These opinions can be used to your advantage with an understanding of impression management.
Impression management is a term derived in sociology and social psychology, referring to the process by which individuals alter their personality, appearance and information according to the perception of how they want others to perceive them. Using impression management can influence the opinions others have of us, and is particularly useful in the interview setting.
During the interview process there are three main aspects of impression management in which interviewees can portray certain impressions to interviewers. Interviewee’s can control the way they promote themselves in terms of verbal, non-verbal and physical appearance.
The first impression for an interviewer is your appearance. What type of image are you trying to portray? If you want to be perceived as a serious and capable candidate, wear a clean professional suit which makes you feel comfortable and gives you confidence.
During an interview, the verbal cues we give are indicative of the way we conduct ourselves. If we wish to display the qualities of “motivated”, “driven” and “hard worker”, interviewee’s must be perceived as possessing these qualities. Asking questions and responding to questions with confidence are impressions we can convey and control.
Verbal impression management is most effective with behavioural based questions. Confronted with a behavioural question in an interview, this is a great opportunity to clearly articulate your strengths and present yourself in a positive light. Make sure you are being truthful in answering questions and refrain from exaggeration. If you are perceived to harbour skills you do not possess, you are likely to cause more damage than good, hindering your performance as a potential employee.
Nonverbal cues are just as important. With 93% of communication being nonverbal, your body language during an interview is a crucial factor in perception from the employers’ point of view.
Posture, facial expression and eye contact are basic nonverbal cues unconsciously adopted in impression management. Evidence suggests that people who are similar to the interviewer or to others in the organisation are more likely to be hired. The psychology behind impression management can therefore undoubtedly work to the interviewee’s advantage. Mirror what the interviewer is doing, if they are leaning forward, so should you. Creating a perception of similarity and respect can reassure the employer.
Impression management can be an advantageous strategy if you are true to yourself and not intentionally deceptive. Unlocking the potential to influence people’s opinions will enhance your overall employability and help you to develop great interpersonal skills in general.