scholarly journals Impact of assertive and defensive impression management tactics on recruiter evaluation: The case of post‐failure entrepreneurs in employment interviews

2019 ◽  
Vol 37 (4) ◽  
pp. 396-410
Author(s):  
Julien Cusin ◽  
Juliette Passebois‐Ducros
Keyword(s):  
Impression Management ◽  
Employment Interviews ◽  
Impression Management Tactics ◽  
Management Tactics

Exploring Boundaries of the Effects of Applicant Impression Management Tactics in Job Interviews

2005 ◽  
Vol 31 (1) ◽  
pp. 108-125 ◽  
Author(s):  
Wei-Chi Tsai ◽  
Chien-Cheng Chen ◽  
Su-Fen Chiu
Keyword(s):  
Impression Management ◽  
Employment Interviews ◽  
Job Interviews ◽  
Customer Contact ◽  
Job Openings ◽  
Impression Management Tactics ◽  
The Relationship ◽  
Management Tactics

Applicant impression management tactics have been shown to positively influence interviewer evaluations. This study extends previous research by examining the moderating roles of interview structure, customer-contact requirement, and interview length in real employment interviews for actual job openings. Results from 151 applicants of 25 firms showed that the more structured the interview, the weaker the relationship between applicant nonverbal tactics and interviewer evaluation. In addition, when the extent of customer contact required for a job was relatively low, the influence of applicant self-focused tactics on interviewer evaluation was minimized. Furthermore, when the interview was of longer duration, the effects of applicant self-focused tactics became insignificant.

Applicants' Preference for Impression Management Tactic in Employment Interviews by Transportation Security Administration

2009 ◽  
Vol 104 (2) ◽  
pp. 403-406 ◽  
Author(s):  
Joseph N. Scudder ◽  
Kevin G. Lamude
Keyword(s):  
Impression Management ◽  
Employment Interviews ◽  
Transportation Security ◽  
Transportation Security Administration ◽  
Self Reports ◽  
Perceptual Abilities ◽  
Impression Management Tactics ◽  
Management Tactics

Following past findings on employment interviews, this study hypothesized applicants would have a preference for using self-promoting tactics of impression management over other focuses. Self-reports of impression management tactics were collected from 124 applicants who had interviews for screener positions with the Transportation Security Administration. Contrary to the hypothesis, analysis indicated participants reported they used more ingratiation tactics attempting to praise the interviewer than self-promotion tactics which focused on their own accomplishments. Special qualifications for security jobs which required well-developed perceptual abilities and the controlling structure of the interview context were perhaps responsible for present results differing from prior findings.

Impression Management Tactics Use Measure

2002 ◽  
Author(s):  
Aleksander P. J. Ellis ◽  
Bradley J. West ◽  
Ann Marie Ryan ◽  
Richard P. DeShon
Keyword(s):  
Impression Management ◽  
Impression Management Tactics ◽  
Management Tactics

Impression management for corporate brands over mobile media

2018 ◽  
Vol 27 (4) ◽  
pp. 385-403 ◽  
Author(s):  
Dara G. Schniederjans ◽  
Stephen A. Atlas ◽  
Christopher M. Starkey
Keyword(s):  
Mobile Devices ◽  
Impression Management ◽  
Purchase Intentions ◽  
Consumer Perception ◽  
Mobile Media ◽  
Corporate Brand ◽  
Content Type ◽  
Impression Management Tactics ◽  
Corporate Brands ◽  
Management Tactics

Purpose As organizations increasingly engage with consumers over mobile devices, there is a growing need to understand how consumers react to impression management over platforms with limited textual content. The purpose of this paper is to empirically assess how different impression management tactics can be used in mobile media to enhance consumer perception-attitude-intentions toward a corporate brand. Design/methodology/approach We surveyed 670 consumers and estimate structural equation models and repeated-measures ANOVAs to determine how short passages employing alternate impression management tactics influence consumers’ perceptions, attitudes and purchase intentions. Findings Results reveal that each impressions management tactic (i.e. ingratiation, intimidation, organizational promotion, supplication and exemplification) influences consumer perceptions, attitudes and intentions. The authors compare differences in how the impressions management tactics influence each stage of the perception-attitude-intentions model and find evidence that initial differences in perceptions favoring ingratiation and exemplification appeals become magnified for purchase intentions. Research limitations/implications Recent calls for research focus on an understanding of how consumers process information on reduced-content platforms of small-screened mobile devices. These results provide empirical evidence of the use of impression management and the difference between five impression management tactics on enhancing consumer perception-attitude-intentions model. Practical implications The results of this study will provide marketers with insights to optimize communications and corporate brands with consumers over mobile media. Originality/value This paper adds to the nascent yet vital literature on mobile marketing by focusing on how impression management tactics influence perceptions, attitudes and intentions through the short message characteristic of mobile platforms. The authors develop a framework for how corporate brand management can strategically use impressions management tactics in this novel domain.

scholarly journals Interviewers’ Sensitivity to Impression Management Tactics in Structured Interviews

2008 ◽  
Vol 24 (3) ◽  
pp. 174-180 ◽  
Author(s):  
Filip Lievens ◽  
Helga Peeters
Keyword(s):  
Impression Management ◽  
Relative Weight ◽  
Psychology Students ◽  
Relative Importance ◽  
Structured Interviews ◽  
Two Samples ◽  
Interview Format ◽  
Behavior Description ◽  
Impression Management Tactics ◽  
Management Tactics

This study examines interviewers’ sensitivity to impression management in structured interviews by determining the relative importance that interviewers attach to (verbal and nonverbal) impression management as compared to the relative importance that they attach to predetermined competencies. Two samples of interviewers (55 Master I/O psychology students and 18 professional interviewers) watched and evaluated videotaped interviewees who were instructed to put their best foot forward. Results of relative weight analyses showed that the importance of verbal and nonverbal impression management tactics was relatively small as compared to the importance attached to job-related competencies. The type of interview format had some effect on interviewers’ sensitivity to impression management tactics. In particular, in behavior description interviews the interviewers in both samples attached most relative weight to self-focused verbal tactics. Interviewer experience was not related to interviewers’ sensitivity to impression management tactics.

Nonlinearity in the relationship between impression management tactics and interview performance

2020 ◽  
Vol 28 (4) ◽  
pp. 522-530
Author(s):  
Chet Robie ◽  
Neil D. Christiansen ◽  
Joshua S. Bourdage ◽  
Deborah M. Powell ◽  
Nicolas Roulin
Keyword(s):  
Impression Management ◽  
Interview Performance ◽  
Impression Management Tactics ◽  
The Relationship ◽  
Management Tactics
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