We know people have an ongoing interest in how others perceive and evaluate them. Impression management describes how individuals attempt to control the impressions others form of them. Low self-monitors tend to present images of themselves that are consistent with their personalities, regardless of the beneficial or detrimental effects for them. In contrast, high self-monitors are good at reading situations and molding their appearances and behavior to fit each situation.

Keep in mind that when people engage in IM, they are sending a false message that might be true under other circumstances. Excuses, for instance, may be offered with sincerity. The evidence indicates that most job applicants use IM techniques in interviews and that it works. Interviewers are rarely able to detect when an individual is engaging in impression management. Ingratiation can lead to higher levels of liking from supervisors and higher performance ratings.