JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY HYDERABAD B.Tech IV ORGANIZATIONAL BEHAVIOUR Previous Question Paper (September - 2020 - R16)

Impression management is the process by which individuals attempt to control or influence the perceptions others form of them. It involves a strategic effort to present oneself in a favorable light to achieve personal or organizational goals. The process typically follows these stages:

1. Goal Identification: The individual identifies the desired image they wish to project, such as being competent, likable, or authoritative.
2. Audience Analysis: The individual assesses the target audience's values, expectations, and current perceptions to determine which impression management techniques will be most effective.
3. Strategy Selection: The individual chooses specific techniques, such as self-promotion (highlighting abilities), ingratiation (flattery or agreement), exemplification (demonstrating dedication), or intimidation.
4. Execution: The individual modifies their verbal communication, non-verbal cues, appearance, and behavior to align with the chosen strategy.
5. Monitoring and Adjustment: The individual observes the audience's reactions and adjusts their behavior in real-time to ensure the desired impression is successfully maintained.

Attribution errors are systematic biases that occur when individuals attempt to interpret the causes of behavior. These errors lead to inaccurate judgments about why people act the way they do. The two primary types are:

1. Fundamental Attribution Error: This is the tendency to underestimate the influence of external factors and overestimate the influence of internal or personal factors when evaluating others' behavior. For example, if a colleague is late, one might assume they are lazy (internal) rather than considering they were stuck in traffic (external).

2. Self-Serving Bias: This is the tendency for individuals to attribute their own successes to internal factors (e.g., ability or effort) while attributing their failures to external factors (e.g., bad luck or task difficulty). This bias serves to protect self-esteem and maintain a positive self-image.