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ERIC Number: EJ405016
Record Type: Journal
Publication Date: 1988
Pages: N/A
Abstractor: N/A
ISBN: N/A
ISSN: N/A
EISSN: N/A
Impression Management Training: Conceptualization and Application to Personal Selling.
Leathers, Dale G.
Journal of Applied Communication Research, v16 n2 p126-45 Fall 1988
Discusses the importance of impression management, an individual's conscious attempt to exercise control over selected communicative behaviors and cues for purposes of making a desired impression. Provides a comprehensive conceptualization of the impression-management process, and demonstrates how this process can facilitate effective training of salespeople. (KEH)
Descriptors: Assertiveness, Business Communication, Communication Research, Credibility, Interpersonal Communication, Job Training, Nonverbal Communication, Salesmanship, Self Expression, Social Behavior, Training Methods
Publication Type: Journal Articles; Reports - Evaluative
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Grant or Contract Numbers: N/A