Microsoft Word Chapter 1 done doc

 
b) 
Other – enhancement: It refers to efforts on our part to 
make the target person feel good in our presence. There are many 
ways in which we can enhance other’s self esteem. Some of these 
are as follows:  
 
• Flattery – heaping praise on target person even if they 
don’t deserve it. 
• Expressing 
agreement with their views. 
• Showing a high degree of interest in them. 
• Doing small favours for them. 
• Expressing liking for them, either verbally or non verbally 
(Wayne and Ferris, 1990).
A large body of research evidence suggests that efforts to 
engage in impression management are highly useful. It has been 
found that impression management can influence important 
judgments based on impression of others. 
Research studies by Wayne and Linden (1995) have 
demonstrated that impression management is a useful tactic during 
the first six weeks on the job. They found that the greater the extent 
to which the new employees engaged in other-enhancement 
(supervisor-focused) tactics of impression management, the more 
their supervisors viewed them as similar to themselves. Further, the 
more the employees engaged in self-enhancement tactic, the more 
their supervisors liked them. Most important, increased liking and 

---

63
feeling of similarity were strong predictors of performance ratings; 
the more supervisors liked their subordinates and felt similar to 
them, the higher they rated their performance. 
These finding and those of many other studies (e.g., Wayne 
and Kacmar, 1991; Paulhus, Bruce, and Trapnell, 1995) indicate 
that impression management tactics often do succeed in enhancing 
the appeal of persons who use them.
6.7