ABSTRACT
Up to this point we have described many of the best-researched tactics of impression management, including the popular taxonomy of impression management tactics developed by Jones and Pitman: self-promotion, ingratiation, exemplification, intimidation, and supplication.1 It is important to recognize, however, that the art of impression management goes far beyond a handful of well-researched tactics. In this chapter we explore impression management further by describing a number of tactics labeled substantive or deeper level because they go beyond making a favorable appearance. Most of the tactics to be described require a reasonable amount of cognitive skill. The following chapter describes more superficial-level techniques of impression management. Superficial refers literally to the surface, and the surface can be quite important, such as in making a positive first impression.
