Microsoft Word Chapter 1 done doc

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After studying this unit you should be in a position to:
• Understand the process of impression formation. 
• Comprehend the classic studies of Solomon Asch on 
impression formation. 
• Know as to how quickly our first impressions are formed. 
• Understand the cognitive approach to impression formation. 
• Know the various tactics of impression management. 
• Develop an understanding of the impression management 
by marginalized persons in India. 

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6.1 INTRODUCTION : 
Impression formation and impression management are 
interrelated topics having considerable practical significance in our 
everyday life. We very quickly form impression of people whom we 
meet. We also make attempts to create favourable impression on 
others, so as to gain considerable advantage from them, such as 
an interview, assignment, getting our work done, etc. We also 
attempt to influence how others would perceive us and form 
impressions about us. In this unit we will discuss how impressions 
are formed and how we influence other’s impression about us. 
6.2 IMPRESSION FORMATION AND IMPRESSION 
MANAGEMENT DEFINED : 
 
Impression Formation: Impression formation deals with the 
processes involved in the formation of impression about others. 
Impression Formation is the process through which we develop our 
beliefs and evaluations of other people. It refers to the process 
through which we combine diverse information about other persons 
into a united impression of them. Forming impressions about others 
is an elaborate cognitive process. The initial or first impressions 
about others are very important. It is rightly said that the “First 
impression is the last impression”. The initial impressions we make 
on others will generally shape the course of our future relations with 
them in important ways. Once an impression is formed, it is 
generally resistant to change. Thus, it is necessary to be careful on 
first dates, interviews and other situations in which we will meet 
others for the first time. Large number of research studies have 
shown that first impression do seem to exert a lasting effect on 
both, social thought and social behaviour (Anderson 1981, Wyer et 
al, 1994).