impression management

Meaning: Impression management (self-presentation) is the conscious or unconscious effort to influence the perceptions others form of us. People adjust clothing, language, gestures, and expressed attitudes to fit the social situation and the audience. Erving Goffman's dramaturgical approach frames social life as theater: front stage is where we perform for an audience following expected roles, and back stage is where we drop the act and relax. Props, setting, and appearance all contribute to the performance.

On the MCAT: A passage may describe someone behaving differently in an interview, in front of a supervisor, or on social media than with close friends. You identify this as impression management, and the front-stage versus back-stage contrast as dramaturgy. Questions may ask which behavior illustrates it, such as a student who dresses formally and speaks carefully to appear competent. Related tactics include flattery, conforming to the other person's opinions, self-promotion, and presenting oneself as a victim or as someone deserving of help. Know that the motive is usually to gain approval, status, or a favorable outcome.

Common confusion: Impression management is not necessarily lying or manipulation, and it is not the same as the looking-glass self. The looking-glass self (Cooley) describes how we form self-concept by imagining how others judge us. Impression management is the active behavior used to shape those judgments. Also separate it from the self-monitoring trait, which is a person's general tendency to adjust behavior to the situation.