ERIC Number: EJ405016
Record Type: Journal
Publication Date: 1988
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)
Publication Type: Journal Articles; Reports - Evaluative
Education Level: N/A
Authoring Institution: N/A