Effectiveness of impression management tactics across human resource situations

Journal of Applied Social Psychology

Volumn 29, Issue 6, 1999, Pages 1293-1311

  Kacmar, K Michele ^a   Carlson, Dawn S ^b  

^a FLORIDA STATE UNIVERSITY   (United States)

^b NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0033137450     PISSN: 00219029     EISSN: None     Source Type: Journal    
DOI: 10.1111/j.1559-1816.1999.tb02040.x     Document Type: Article

References (46)

1. Baron, R. A. (1986). Self-presentation in job interviews: When there can be "too much of a good thing." Journal of Applied Social Psychology, 16, 16-28.
2. Bem, D. J. (1965). An experimental analysis of self-persuasion. Journal of Experimental Social Psychology, 1, 199-218.
3. Bem, D. J. (1972). Self-perception theory. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 6, pp. 1-62). New York, NY: Academic.
4. Byrne, D. (1971). The attraction paradigm. New York, NY: Academic.
5. Dipboye, R. L., & Wiley, J. W. (1977). Reactions of college recruiters to interviewee sex and self-presentation style. Journal of Vocational Behavior, 10, 1-12.
6. Doherty, K., & Schlenker, B. R. (1991). Self-consciousness and strategic self-presentation. Journal of Personality, 59, 1-17.
7. Fandt, P. M., & Ferris, G. R. (1990). The management of information and impressions: When employees behave opportunistically. Organizational Behavior and Human Decision Processes, 45, 739-749.
8. Ferris, G. R., Dulebohn, J. H., Frink, D. D., George-Falvy, J., Mitchell, T. R., & Matthews, L. M. (1997). Job and organizational characteristics, accountability, and employee influence. Journal of Managerial Issues, 9, 162-175.
9. Ferris, G. R., & Judge, T. A. (1991). Personnel/human resources management: A political influence perspective. Journal of Management, 17, 447-488.
10. Ferris, G. R., Judge, T. A., Rowland, K. M., & Fitzgibbons, D. E. (1994). Subordinate influence and the performance evaluation process: Test of a model. Organizational Behavior and Human Decision Processes, 58, 101-135.
11. Ferris, G. R., & Porac, J. F. (1984). Goal setting as impression management. Journal of Psychology, 117, 33-36.
12. Fletcher, C. (1990). The relationships between candidate personality, self-presentation strategies, and interviewer assessments in selection interviews: An empirical study. Human Relations, 43, 739-749.
13. Frederickson, J. W., & Mitchell, T. R. (1984). Strategic decision processes: Comprehensiveness and performance in an industry with an unstable environment. Academy of Management Journal, 27, 399-423.
14. Gilmore, D. C., & Ferris, G. R. (1989). The effects of applicant impression management tactics on interviewer judgments. Journal of Management, 15, 557-564.
15. Goffman, E. (1959). The presentation of self in everyday life. Garden City, NJ: Doubleday Anchor.
16. Gordon, R. A. (1996). Impact of ingratiation on judgments and evaluations: A meta-analytic investigation. Journal of Personality and Social Psychology, 71, 54-70.
17. Howard, J. L., & Ferris, G. R. (1996). The employment interview context: Social and situational influences on interview decisions. Journal of Applied Social Psychology, 26, 112-136.
18. Jones, E. E., Jones, R. G., & Gergen, K. J. (1963). Some conditions affecting the evaluation of a conformist. Journal of Personality, 31, 270-288.
19. Jones, E. E., & Pittman, T. S. (1982). Toward a central theory of strategic self-presentation. In J. Suls (Ed.), Psychological perspectives on the self (pp. 231-262). Hillsdale, NJ: Lawrence Erlbaum.
20. Jones, E. E., Stires, L. K., Shaver, K. G., & Harris, V. A. (1968). Evaluation of an ingratiator by target persons and bystanders. Journal of Personality, 26, 349-385.
21. Judge, T. A., & Ferris, G. R. (1993). Social context of performance evaluation decisions. Academy of Management Journal, 36, 80-105.
22. Kacmar, K. M., Delery, J. E., & Ferris, G. R. (1992). Differential effectiveness of applicant impression management tactics on employment interview decisions. Journal of Applied Social Psychology, 22, 1250-1272.
23. Kipnis, D., & Schmidt, S. M. (1988). Upward-influence styles: Relationship with performance evaluation, salary, and stress. Administrative Science Quarterly, 33, 528-542.
24. Kowalski, R. M., & Leary, M. R. (1990). Strategic self-presentation and the avoidance of aversive events: Antecedents and consequences of self-enhancement and self-depreciation. Journal of Experimental Social Psychology, 26, 322-336.
25. Leary, M. R., & Kowalski, R. M. (1990). Impression management: A literature review and two-component model. Psychological Bulletin, 107, 34-47.
26. Liden, R. C., Ferris, G. R., & Dienesch, R. M. (1988). The influence of causal feedback on subordinate reactions and behavior. Group and Organization Studies, 13, 348-373.
27. Liden, R. C., & Mitchell, T. R. (1989). Ingratiation in the development of leader-member exchange. In R. A. Giacalone & P. Rosenfeld (Eds.), Impression management in the organization (pp. 343-396). Hillsdale, NJ: Lawrence Erlbaum.
28. Pandey, J. (1981). A note on social power through ingratiation among workers. Journal of Occupational Psychology, 52, 379-385.
29. Ralston, D. A. (1985). Employee ingratiation: The role of management. Academy of Management Review, 10, 477-487.
30. Ralston, D. A., & Elsass, P. M. (1989). Ingratiation and impression management in the organization. In R. A. Giacalone & P. Rosenfeld (Eds.), Impression management in the organization (pp. 235-250). Hillsdale, NJ: Lawrence Erlbaum.
31. Schlenker, B. R. (1980). Impression management. Monterey, CA: Brooks/Cole.
32. Schneider, D. J. (1981). Tactical self-presentations: Toward a broader conception. In J. T. Tedeschi (Ed.), Impression management theory and social psychological research (pp. 23-40). New York, NY: Academic.
33. Sheppard, J. A., & Arkin, R. M. (1989). Self-handicapping: The moderating roles of public self-consciousness and task importance. Personality and Social Psychological Bulletin, 15, 252-265.
34. Staw, B. M. (1975). Attribution of the causes of performance: A general alternative interpretation of cross-sectional research on organizations. Organizational Behavior and Human Performance, 13, 414-432.
35. Stevens, C. K., & Kristof, A. L. (1995). Making the right impression: A field study of applicant impression management during job interviews. Journal of Applied Psychology, 80, 587-606.
36. Tedeschi, J. T., & Melburg, V. (1984). Impression management and influence in the organization. In S. B. Bacharach & E. J. Lawler (Eds.), Research in sociology of organizations (Vol. 3, pp. 31-58). Greenwich, CT: JAI.
37. Tedeschi, J. T., & Norman, N. (1985). Social power, self-presentation, and the self. In B. R. Schlenker (Ed.), The self and social life (pp. 293-322). New York, NY: McGraw-Hill.
38. Tice, D. M. (1991). Esteem protection or enhancement? Self-handicapping motives and attributions differ by trait self-esteem. Journal of Personality and Social Psychology, 60, 711-725.
39. Villanova, P., & Bernardin, H. J. (1989). Impression management in the context of performance appraisal. In R. A. Giacalone & P. Rosenfeld (Eds.), Impression management in the organization (pp. 299-314). Hillsdale, NJ: Lawrence Erlbaum.
40. Villanova, P., & Bernardin, H. J. (1991). Performance appraisal: The means, motive, and opportunity to manage impressions. In R. A. Giacalone & P. Rosenfeld (Eds.), Applied impression management (pp. 81-96). Newbury Park, CA: Sage.
41. Wayne, S. J., & Ferris, G. R. (1990). Influence tactics, affect, and exchange quality in supervisor-subordinate interactions: A laboratory experiment and field study. Journal of Applied Psychology, 75, 487-499.
42. Wayne, S. J., & Kacmar, K. M. (1991). The effects of impression management on the performance appraisal process. Organizational Behavior and Human Decision Processes, 48, 70-88.
43. Wayne, S. J., Kacmar, K. M., & Ferris, G. R. (1995). Subordinate upward influence, performance, and reward effects on co-worker responses. Journal of Managerial Issues, 7, 277-289.
44. Wayne, S. J., & Liden, S. J. (1995). Effects of impression management on performance ratings: A longitudinal study. Academy of Management Journal, 38, 232-260.
45. Wayne, S. J., Liden, R. C., Graf, I. K., & Ferris, G. R. (1997). The role of upward influence tactics in human resource decisions. Personnel Psychology, 50, 979-1006.
46. Yukl, G., & Tracey, J. B. (1992). Consequences of influence tactics used with subordinates, peers, and the boss. Journal of Applied Psychology, 77, 525-535.