Image & Impression Management

Andrew L. Urich, J.D.Puterbaugh Professor of Ethics & Legal StudiesSpears School of BusinessOklahoma State Universityaurich@okstate.eduwww.andrewurich.comwww.facebook.com/ProfessorUrich

Image is Everything

“87% of persons losing their jobs or failing to be promoted were found to have improper work habits and attitudes rather than insufficient job skills or knowledge.”

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John GrayMen are from Mars Women are from Venus

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9/11Texas Felony

John M. Gottman, Ph.D.Why Marriages Succeed or Fail

Over 20 years of research with 2,000 married couples. Ph.D. from University

of Wisconsin.

Can predict with 94% accuracy whether a marriage will fail.

Reality Check Image is a tool of influence

Locking the cockpit doors The sales call The mistake

Heuristics

The story of two students Generational Issues

Who decides who’s right? Fashionistas I’m not very good at it Everything okay in its place

Image as Influence

Who are you trying to impress?

What impresses them?

Image is Everything Pharmaceutical sales Stock market Coca Cola Spot remover Wrinkle Cream Pineapple Diet Dentist & Doctors Your IQ

If “Image is Everything,” why are there so many exceptions to the rule?

Tinker Air Force Base

Microsoft

“There are no facts, only interpretations.” -Nietzsche

You Have to Believe Nietzsche!!!

Characteristics of individuals who deny that image is reality:

Insensitivity to one’s environment

Personal obstinacy

Desire to place personal needs ahead of the organization

Decreased income(footnote 4)

Major Problem 1Image Limits Careers

Executive Promotions 92% of executives agree

All promotions

People act like they live in a world of truths rather than a world of images.

Major Problem 2People Have Prejudices

Do you have any?

Major Problem 2People Have Prejudices

Major Problem 2People Have Prejudices

Do you have any?

I have some?

People are pretty comfortable with their prejudices

Opinions and subconscious reactions

Major Problem 3No One Will Ever Tell You

Society says that we may not criticize appearance, behavior, personal image or professionalism, even if that is what’s holding you back from success.

No one will tell you – even if you ask.

Socio-economic end….. Let reality be your guide

Major Problem 4We Don’t Want It To Be True

We pretend it’s not true. BMW Experiment

Sadly, human beings are prejudicial, superficial and judgmental.

Major Problem 5Ultimately We Do Ourselves In

Career limiting behavior Failure to appreciate other’s point of view Hurt others’ feelings Neglect the importance of networking Burn bridges Let emotions run away Talk too much

We are a victim of our own personality

Major Problem 6 Communication is Visual & Vocal

Optimizing your effectiveness

Where is your WOW? Chicken sandwich Don’t just answer the question--IMPRESS

Dr. Mehrabian: Impact of face to face communication 55% Visual 38% Vocal 7% Verbal

Brand Advantage

Brand Development Imagine

Customer focus

Promise A brand is an identifiable entity that makes specific

promises of value.

Service Aligned with promise

A brand is an experience Brands touch emotions. We make excuses for– and

connect with our brands.

Valuable BrandsForbes Magazine

Apple People love their products Google Simple, straightforward information Coca Cola It’s an experience IBM Strong & reliable GE Tough, smart & efficient Intel Branded a commodity

Positive differentiation in the sea of sameness – the key to career success.

Toyota Best built Disney Ultimate entertainment McDonalds Consistency Amazon A better way to get things done *

Tom Peters New “Brand You” World

“90% of all white collar jobs will be reinvented or reconceived in the next decade, give or take a year or two.”

--Tom Peters

“Brand You” World “Employee” World

Choose this project because it will add to my learning/ because it will s-t-r-e-t-c-h me/because it allows me to hang with cool people.

It’s what the boss told me to do. (Give me a break.)

Tom Peters New “Brand You” World

Don’t waste a single lunch… networking is my mantra.

Lunch is my business!

I AM A ROLODEX MANIAC.

I hate suck-ups.

“Brand You” World “Employee” World

Embrace life. There’s enough BS that comes your way without asking for more.

Understand that “power” only comes to those who grasp it. (“Pushy” = Good)

I despise all corporate “politicians.”

Tom Peters New “Brand You” World

Am (frequently) angry at our slowness to change.

C’est la vie.

Brand Advantage

You have a reputation? How much effort do you put into managing

that reputation?

Meetings: Opportunity to impress Friendly questions & polite questions Body language Saving the choker PDAs

Brand Advantage

You are paid for service NOT for sweat

Value focus

Maximize impact, productivity and results

Behavior & Attitude

Reading Other People and Managing Reaction

People are different you need to present differently

They MUST feel that you understand them

Questions, questions, questions

Attract Attention Express my wild side Just be myself Demonstrate my uniqueness Be funky Be funny Talk a lot Be cool Talk about things that interest me Expose yourself on social media End

Attract Attention Arrive early Be positive Double check for mistakes Be very committed Do extra work Anticipate needs Solve problems Be meticulous and thorough Be consistent End

Nouveau Riche

Barge in to society Faults of commission worse than fault of

omission Would someone like to sit next to you? Put people at ease Behave politely, speak distinctly, hear

discretely, dress demurely, be indispensable, appear committed

Attract Attention

Easy = Bad idea Difficult = Good idea

Make deposits in the goodwill bank account

How You See Yourself

Are you a success or a failure?

What we think of ourselves influences what others see.

Low Self-Esteem(Do you get along with everyone?)

Rapport problems Defensiveness and Resentment Decreased performance Exhibiting a façade of confidence by being boisterous,

aggressive and boastful Loss of confidence and enthusiasm leads to procrastination Seesawing back and forth between extremes Mental filter – dwell on single negative detail Jumping to conclusions – negative conclusions Emotional reasoning – assume negative emotions reflect

the way things are

External Work Factors Contributing to Low Self-Esteem

Autocratic leadership

Demands of conformity

Lack of performance feedback

Rarely asked for opinions

No praise

Failure to include people in meetings

Denigrating of accomplishments

Characteristics of High Self Esteem Bounce back from stress and misfortune Courage to take risks Challenge the status quo Excel in the workplace Self-motivation Self-awareness Ability to manage emotions and impulses Empathy – ability to sense how others are feeling Social skills – ability to handle emotions of others Take time to understand and appreciate people

who are different from them

Strategies for Increasing Self-Esteem

Don’t beat yourself up Listen to the critical voice – identify the

source Neutralize negative messages Don’t compare yourself to others Use affirmations Make yourself marketable and indispensable Live passionately – enthusiasm generates

energy Take care of your mind and body Be your own publicist

How the World Sees You

“The first duty in life is to assume a pose. What the second is, no one has yet

discovered.” Oscar Wilde

“90% of people do not practice self-management.”

Tom Peters

Exercise

Exercise Summary

People believe what they see, not what they hear.

What if our picture was up there? What others think of us determines our

success. Details? Peacock’s nightmare.

Well-Dressed People are Perceived As: More productive

Responsible

Personally acceptable

Intelligent

Hardworking

Taking their job seriously

Being raised properly

What should You Wear?

Pick your spot on the dress continuum.

Moderate your personality with your attire.

Cover your faults.

Dress should not cause attention.Dress Faux Pas (Men & Women)

Not Professional (M & W) High fashion (M & W) Trust store clerks (M & W) Confuse attractive with beautiful (W) Dress for other women (W) Dress too casually (W) (Jacket)

Too successful to follow the rules (W & M*) Worrying about weight (M & W) Posture, body language and smiling (M & W)

Attitude and Behavior

“If A is a success in life, then:A = x + y + z.”

x= Work hard y= Have fun

z =Keep your mouth shut

Albert Einstein

The 5 Most Important Things to Remember

1) Image is reality!

2) No one will ever tell you if there’s a problem with your image.

3) Like it or not– it’s a “Brand You” world

4) Your image starts with how you see yourself.

5) People judge you– but you can influence that judgment.

Thank You

I appreciate your time and attention.

Please keep in touch.

Footnotes

1 Myers, D. G. (1999). Social Psychology, (6ed). Toronto: McGraw-Hill.

2 Dunning, David Journal of Personality and Social Psychology December 1999. 3 Beach, D.P. A Training Program to Improve Work Habits, Attitudes and Values, Journal of

Epsilon Pi Tau, 8/2/1982, 69. 4 Bowman, James S. et al., Dress Standards in Government, Review of Public Personnel

Administration, Jan – April 1992 pgs 35 – 50.

Bibliography Johnson, Spencer and Constance Johnson, The One Minute Teacher, William Morrow and

Company, New York, 1986. Johnson, Spencer, Yes or No: The Guide to Better Decisions, Harper Collins, New York, 1992. Peters, Tom, The Brand You, Alfred A. Knopf, New York, 1999. Molloy, John T., Dress For Success, Warner Books, Inc. New York, 1988. Molloy, John T., New Women’s Dress For Success, Warner Books, Inc. New York, 1996. Roffer, Robin Fisher, Make a Name for Yourself, Broadway Books, New York, 2000. Kouzes, James M. and Barry Z. Posner, Credibility, A Wiley Co. San Francisco, 1993. Peters, Tom, The Pursuit of WOW, Random House, New York, 1993. Cialdini, Robert B., Influence: Science and Practice, 4th Edition, Allyn and Bacon, Needham

Heights, MA, 2001. Weisinger, Hendrie, Emotional Intelligence at Work, A Wiley Co. San Francisco, 1998. Seligman, Martin, E.P., Learned Optimism, Simon and Schuster, New York, 1990. Golman, Daniel, Emotional Intelligence, Bantam Books, New York, 1995. Ailes, Roger, You Are the Message, Doubleday. New York, 1988. Conniff, Richard, The Natural History of the Rich: A Field Guide, Norton, New York, 2002.