Thursday Nov 02, 2017

Episode 12 - Emotion at Work in Impression Management

This is a long episode. Mainly because this is a complex and complicated area.  Also though, Prof Dawn Archer and I are research colleagues and friends too. In this episode we get into a whole host of interesting and linked topics:

Impression Management - how we work (non)strategically to manage how others see us

Self Presentation - how we will work to present our 'best possible self' according to context

Face and facework - the lines we negotiate, others give us or let us take in interaction and how they shape our identity(ies)

Dark side of EI - how emotional intelligence can be used to change behavior of others

Principles of Influence - linking to Cialdini's 6 principles (Authority, Liking, Social Proof, Scarcity, Commitment and Consistency and Reciprocity)

This was a joy to record and I hope that you enjoy listening to it. 

Yes, it is

a) long

b) geeky

c) academic at times

d) practical at times 

It is also a whole lot of fun and you, dear listener, are getting a deep insight into human interaction.  ENJOY!!!!


EI (including the “dark side”)

  • Kilduff, M., D.S. Chiaburu and J.I. Menges (2010). ‘Strategic use of emotional intelligence in organizational settings: Exploring the dark side’. Research in Organizational Behavior 30: 129-152.  
  • Mayer, J.D. and P. Salovey (1997). ‘What is emotional intelligence?’ In: P. Salovey and D.J. Sluyter (eds.). Emotional development and emotional intelligence, pp.3-31. New York: Basic Books.

Credibility/image restoration

  • Benoit, W.L. (1997). “Image Repair Discourse and Crisis Communication”, Public Relations Review, 23(2), pp. 177-186.
  • Benoit, W.L. & Drew, S. (1997). “Appropriateness and effectiveness of image repair strategies”, Communication Reports, 10, pp. 153-163.
  • Benoit, W.L. and Stratham, A. (2004). “Source Credibility and the Elaboration Likelihood Model”. In: J.S. Seiter and R.H. Gass, Perspectives on Persuasion, Social Influence, and Compliance Gaining. London: Pearson Education, Inc.


  • Goffman, E. (1967). Interaction Ritual: Essays on Face-to-Face Behavior. Garden City, N.Y.: Anchor Books.

Impression management

  • DuBrin, A. (2010). Impression Management in the Workplace: Research, Theory, Practice. London: Routledge.
  • Goffman, Erving 1959. The Presentation of Self in Everyday Life. Garden City, NY: Anchor/  Doubleday.

Self-presentation / self-disclosure

  • Dindia, K.(2000). ‘Self-disclosure, identity and relationship development’.   In: K. Dindia and S. Duck (eds.). Communication and Personal Relationships. Chichester: Wiley.
  • McKay, R., M. Davis and P. Fanning (2009). Messages: The Communication Skills Book. Oakland, C.A.: New Harbinger. 
  • Schlenker, B. (2003) ‘Self-presentation’, in M. Leary and J. Price (eds) Handbook of Self and Identity. New York, NY: Guilford Press. 492-518.


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