Impression management: A literature review and two-component model.

Leary, Mark R.; Kowalski, Robin M.

doi:10.1037/0033-2909.107.1.34

Cited by 3,334Social and Intergroup PsychologyPersonality Traits and PsychologyPsychological Testing and Assessment

Impression management: A literature review and two-component model.

Leary, Mark R., Kowalski, Robin M.·1990·Psychological Bulletin

DOI 10.1037/0033-2909.107.1.34

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Abstract

Impression management, the process by which people control the impressions others form of them, plays an important role in interpersonal behavior. This article presents a 2-component model within which the literature regarding impression management is reviewed. This model conceptualizes im-pression management as being composed of 2 discrete processes. The 1st involves impression moti-vation—the degree to which people are motivated to control how others see them. Impression moti-vation is conceptualized as a function of 3 factors: the goal-relevance of the impressions one creates, the value of desired outcomes, and the discrepancy between current and desired images. The 2nd component involves impression construction. Five factors appear to determine the kinds of impres-sions people try to construct: the self-concept, desired and undesired identity images, role con-straints, target's values, and current social image. The 2-component model provides coherence to the literature in the area, addresses controversial issues, and supplies a framework for future research regarding impression management. People have an ongoing interest in how others perceive and evaluate them. Each year, Americans spend billions of dollars on diets, cosmetics, and plastic surgery—all intended to make

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Self-presentation (impression management) is the process by which individuals try to control the impression they make on others.
“Self-presentation (impression management) is the process by which individuals try to control the impression the make on others.”
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Authors: Leary, M. R., & Kowalski, R. M.
Affiliations: Wake Forest University (US)
ORCID: Leary, Mark R.
Kowalski, Robin M.
Venue: Psychological Bulletin
Publisher: American Psychological Association (APA)
Published: 1990-01
Volume: 107
Issue: 1
Pages: 34-47
ISSN: 0033-2909 (ISSN-L)
1939-1455
DOI: 10.1037/0033-2909.107.1.34
OpenAlex: W2124668684
Cited by: 3,334
References: 3
Citations by year: 2026: 245 · 2025: 212 · 2024: 191 · 2023: 186 · 2022: 196 · 2021: 198 · 2020: 169 · 2019: 161 · 2018: 185 · 2017: 162 · 2016: 170 · 2015: 166 · 2014: 154 · 2013: 118 · 2012: 103
FWCI: 46.39
Type: journal article
Language: en
Open access: closed
Locations: Psychological Bulletin (publishedVersion)
Topics: Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
Social Sciences › Psychology › Clinical Psychology › Personality Traits and Psychology
Social Sciences › Psychology › Applied Psychology › Psychological Testing and Assessment
Keywords: impression management, impression motivation, two-component model, self-concept, identity images, role constraints, interpersonal behavior, self-presentation, social image

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Impression management: A literature review and two-component model.

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