1932
0
  1. Home
  2. A-Z Publications
  3. Annual Review of Organizational Psychology and Organizational Behavior
  4. Volume 3, 2016
  5. Article

Annual Review of Organizational Psychology and Organizational Behavior

Volume 3, 2016

Impression Management in Organizations: Critical Questions, Answers, and Areas for Future Research

Abstract

Over the past 30 years, researchers have devoted significant attention to understanding impression management in organizations. In this article, we review key questions that have been addressed in this area regarding definitions of impression management; types of impression management; impression management motivation; the effectiveness of ingratiation, self-promotion, and other tactics of impression management; personal factors associated with successful impression management; gender and impression management; cross-cultural implications of impression management; and the measurement of impression management. In doing so, we identify major themes and findings and highlight critical issues and unanswered questions. After reviewing these topics, we also discuss some practical implications for individuals and organizations. Finally, we conclude by outlining some broader avenues for inquiry that would help move this literature forward.

Keyword(s): image, impression management, ingratiation, self-presentation, self-promotion
Loading

Article metrics loading...

/content/journals/10.1146/annurev-orgpsych-041015-062337
2016-03-21
2024-04-23
Loading full text...

Full text loading...

/deliver/fulltext/orgpsych/3/1/annurev-orgpsych-041015-062337.html?itemId=/content/journals/10.1146/annurev-orgpsych-041015-062337&mimeType=html&fmt=ahah

Literature Cited

  1. Ahearn KK, Ferris GR, Hochwarter WA, Douglas C, Ammeter AP. 2004. Leader political skill and team performance. J. Manag. 30:3309–27 [Google Scholar]
  2. Allen TD, Rush MC. 1998. The effects of citizenship behavior on performance judgments: a field study and a laboratory experiment. J. Appl. Psych. 83:247–60 [Google Scholar]
  3. Amanatullah ET, Morris MW. 2010. Negotiating gender roles: Gender differences in assertive negotiating are mediated by women's fear of backlash and attenuated when negotiating on behalf of others. J. Pers. Soc. Psychol. 98:2256–67 [Google Scholar]
  4. Anderson JC, Narus JA. 1990. A model of distributor firm and manufacturer firm working partnerships. J. Mark. 54:142–58 [Google Scholar]
  5. Andrews MC, Kacmar KM. 2001. Impression management by association: construction and validation of a scale. J. Vocat. Behav. 58:1142–61 [Google Scholar]
  6. Ashford SJ, Northcraft GB. 1992. Conveying more (or less) than we realize: the role of impression-management in feedback-seeking. Organ. Behav. Hum. Decis. Process. 53:3310–34 [Google Scholar]
  7. Ashford SJ, Rothbard NP, Piderit SK, Dutton JE. 1998. Out on a limb: the role of context and impression management in selling gender-equity issues. Adm. Sci. Q. 43:123–57 [Google Scholar]
  8. Ashford SJ, Tsui AS. 1991. Self-regulation for managerial effectiveness: the role of active feedback seeking. Acad. Manag. J. 34:2251–80 [Google Scholar]
  9. Baron RA. 1986. Self-presentation in job interviews: when there can be “too much of a good thing.”. J. Appl. Soc. Psychol. 16:116–28 [Google Scholar]
  10. Barrick MR, Shaffer JA, DeGrassi SW. 2009. What you see may not be what you get: relationships among self-presentation tactics and ratings of interview and job performance. J. Appl. Psychol. 94:61394–411 [Google Scholar]
  11. Barsness ZI, Diekmann KA, Seidel ML. 2005. Motivation and opportunity: the role of remote work, demographic dissimilarity, and social network centrality in impression management. Acad. Manag. J. 48:3401–19 [Google Scholar]
  12. Baumeister RF. 1982. A self-presentational view of social phenomena. Psychol. Bull. 91:13–26 [Google Scholar]
  13. Beard JW. 2004. Managing Impressions with Information Technology Westport, CT: Praeger
  14. Becker B, Gerhart B. 1996. The impact of human resource management on organizational performance: progress and prospects. Acad. Manag. J. 39:4779–801 [Google Scholar]
  15. Becker TE, Martin SL. 1995. Trying to look bad at work: methods and motives for managing poor impressions in organizations. Acad. Manag. J. 38:1174–99 [Google Scholar]
  16. Berkowitz L, Daniels LR. 1964. Affecting the salience of the social responsibility norm: effects of past help on the response to dependency relationships. J. Abnorm. Soc. Psychol. 68:3275–81 [Google Scholar]
  17. Berman JZ, Levine EE, Barasch A, Small DA. 2014. The braggart's dilemma: on the social rewards and penalties of advertising prosocial behavior. J. Mark. Res. 52:190–104 [Google Scholar]
  18. Bies RJ. 1987. The predicament of injustice: the management of moral outrage. Res. Organ. Behav. 9:1289–319 [Google Scholar]
  19. Bies RJ, Shapiro DL, Cummings LL. 1988. Causal accounts and managing organizational conflict: Is it enough to say it's not my fault?. Hum. Commun. Res. 15:4381–99 [Google Scholar]
  20. Bilbow GT. 1997. Cross-cultural impression management in the multicultural workplace: the special case of Hong Kong. J. Pragmat. 28:4461–87 [Google Scholar]
  21. Bolino MC. 1999. Citizenship and impression management: Good soldiers or good actors?. Acad. Manag. Rev. 24:182–98 [Google Scholar]
  22. Bolino MC, Kacmar KM, Turnley WH, Gilstrap JB. 2008. A multi-level review of impression management motives and behaviors. J. Manag. 34:61080–109 [Google Scholar]
  23. Bolino MC, Klotz AC, Daniels D. 2014. The impact of impression management over time. J. Manag. Psychol. 29:3266–84 [Google Scholar]
  24. Bolino MC, Turnley WH. 1999. Measuring impression management in organizations: a scale development based on the Jones and Pittman taxonomy. Organ. Res. Methods 2:2187–206 [Google Scholar]
  25. Bolino MC, Turnley WH. 2003a. Counternormative impression management, likeability, and performance ratings: the use of intimidation in an organizational setting. J. Organ. Behav. 24:2237–50 [Google Scholar]
  26. Bolino MC, Turnley WH. 2003b. More than one way to make an impression: exploring profiles of impression management. J. Manag. 29:2141–60 [Google Scholar]
  27. Bolino MC, Varela JA, Bande B, Turnley WH. 2006. The impact of impression-management tactics on supervisor ratings of organizational citizenship behavior. J. Organ. Behav. 27:3281–97 [Google Scholar]
  28. Bowen DE, Ostroff C. 2004. Understanding HRM–firm performance linkages: the role of the “strength” of the HRM system. Acad. Manag. Rev. 29:2203–21 [Google Scholar]
  29. Bowler WM, Halbesleben JR, Stodnick M, Seevers MT, Little LM. 2009. The moderating effect of communication network centrality on motive to perform interpersonal citizenship. J. Manag. Issues 21:180–96 [Google Scholar]
  30. Bozeman DP, Kacmar KM. 1997. A cybernetic model of impression management processes in organizations. Organ. Behav. Hum. Decis. Process. 69:19–30 [Google Scholar]
  31. Brass DJ. 2001. Social capital and organizational leadership. The Nature of Organizational Leadership SJ Zaccaro, RJ Klimoski 132–52 San Francisco: Jossey-Bass [Google Scholar]
  32. Brass DJ, Burkhardt ME. 1993. Potential power and power use: an investigation of structure and behavior. Acad. Manag. J. 36:3441–70 [Google Scholar]
  33. Brooks AW, Gino F, Schweitzer ME. 2015. Smart people ask for (my) advice: Seeking advice boosts perceptions of competence. Manag. Sci. 61:1421–35 [Google Scholar]
  34. Brouer RL, Badaway RL, Gallagher VC, Haber JA. 2014. Political skill dimensionality and impression management choice and effective use. J. Bus. Psychol. 30:2217–33 [Google Scholar]
  35. Bye HH, Sandal GM, van de Vijver FJ, Sam DL, Çakar ND, Franke GH. 2011. Personal values and intended self-presentation during job interviews: a cross-cultural comparison. Appl. Psychol. 60:1160–82 [Google Scholar]
  36. Byrne D. 1971. The Attraction Paradigm New York: Academic
  37. Byron K. 2008. Carrying too heavy a load? The communication and miscommunication of emotion by email. Acad. Manag. Rev. 33:2309–27 [Google Scholar]
  38. Caldwell DF, O'Reilly CA. 1982. Responses to failure: the effects of choice and responsibility on impression management. Acad. Manag. J. 25:1121–36 [Google Scholar]
  39. Cascio WF. 2003. Changes in workers, work, and organizations. Handbook of Psychology W Borman, R Klimoski, D Ilgen 401–22 New York: Wiley [Google Scholar]
  40. Chen CC, Wen-Fen Yang I, Lin WC. 2010. Applicant impression management in job interview: the moderating role of interviewer affectivity. J. Occup. Organ. Psychol. 83:3739–57 [Google Scholar]
  41. Chen C-HV, Lee H, Yeh YY. 2008. The antecedent and consequence of person–organization fit: ingratiation, similarity, hiring recommendations, and job offer. Int. J. Sel. Assess. 16:3210–19 [Google Scholar]
  42. Cialdini RB. 1989. Indirect tactics of image management: beyond basking. Impression Management in the Organization RA Giacalone, P Rosenfeld 45–56 Hillsdale, NJ: Erlbaum [Google Scholar]
  43. Cialdini RB. 2001. Influence: Science and Practice Boston: Allyn & Bacon
  44. Cialdini RB, De Nicholas ME. 1989. Self-presentation by association. J. Pers. Soc. Psychol. 57:4626–31 [Google Scholar]
  45. Cooper CD. 2005. Just joking around? Employee humor expression as an ingratiatory behavior. Acad. Manag. Rev. 30:4765–76 [Google Scholar]
  46. Crant JM, Bateman TS. 1993. Assignment of credit and blame for performance outcomes. Acad. Manag. J. 36:17–27 [Google Scholar]
  47. Cuddy AJ, Kohut M, Neffinger J. 2013. Connect, then lead. Harv. Bus. Rev. 91:754–61 [Google Scholar]
  48. Dahling JJ, Whitaker BG, Levy PE. 2009. The development and validation of a new Machiavellianism Scale. J. Manag. 35:2219–57 [Google Scholar]
  49. Day DV, Schleicher DJ. 2006. Self-monitoring at work: a motive-based perspective. J. Pers. 74:3685–714 [Google Scholar]
  50. Deluga RJ, Perry JT. 1994. The role of subordinate performance and ingratiation in leader-member exchanges. Group Organ. Manag. 19:167–86 [Google Scholar]
  51. Detert JR, Edmondson AC. 2011. Implicit voice theories: taken-for-granted rules of self-censorship at work. Acad. Manag. J. 54:3461–88 [Google Scholar]
  52. Dulebohn JH, Murray B, Ferris GR. 2004. The vicious and virtuous cycles of influence tactic use and performance evaluation outcomes. Organ. Anal. 12:153–74 [Google Scholar]
  53. Dutton JE, Ashford SJ. 1993. Selling issues to top management. Acad. Manag. Rev. 18:3397–428 [Google Scholar]
  54. Eagly AH. 1987. Sex Differences in Social Behavior: A Social-Role Interpretation Hillsdale, NJ: Erlbaum
  55. Eastman KK. 1994. In the eyes of the beholder: an attributional approach to ingratiation and organizational citizenship behavior. Acad. Manag. J. 37:51379–91 [Google Scholar]
  56. Ellis APJ, West BJ, Ryan AM, DeShon RP. 2002. The use of impression management tactics in structured interviews: A function of question type?. J. Appl. Psychol. 87:61200–8 [Google Scholar]
  57. Fandt PM, Ferris GR. 1990. The management of information and impressions: when employees behave opportunistically. Organ. Behav. Hum. Decis. Process. 45:1140–58 [Google Scholar]
  58. Fehr R, Gelfand MJ. 2010. When apologies work: how matching apology components to victims' self-construals facilitates forgiveness. Organ. Behav. Hum. Decis. Process. 113:137–50 [Google Scholar]
  59. Feldman DC, Weitz BA. 1991. Gladhand: understanding. Hum. Resour. Manag. 30:2237–57 [Google Scholar]
  60. Ferris GR, Hochwarter WA, Buckley MR, Harrell-Cook G, Frink DD. 1999. Human resources management: some new directions. J. Manag. 25:3385–415 [Google Scholar]
  61. Ferris GR, Judge TA, Rowland KM, Fitzgibbons DE. 1994. Subordinate influence and the performance evaluation process: test of a model. Organ. Behav. Hum. Decis. Process. 58:1101–35 [Google Scholar]
  62. Ferris GR, Kacmar KM. 1992. Perceptions of organizational politics. J. Manag. 18:193–116 [Google Scholar]
  63. Ferris GR, Treadway DC, Kolodinsky RW, Hochwarter WA, Kacmar CJ. et al. 2005. Development and validation of the political skill inventory. J. Manag. 31:1126–52 [Google Scholar]
  64. Fu PP, Kennedy J, Tata J, Yukl G, Bond MH. et al. 2004. The impact of societal cultural values and individual social beliefs on the perceived effectiveness of managerial influence strategies: a meso approach. J. Int. Bus. Stud. 35:4284–305 [Google Scholar]
  65. Fuller JB, Barnett T, Hester K, Relyea C, Frey L. 2007. An exploratory examination of voice behavior from an impression management perspective. J. Manag. Issues 19:1134–51 [Google Scholar]
  66. Gabrenya WK, Arkin RM. 1980. Self-monitoring scale: factor structure and correlates. Pers. Soc. Psychol. Bull. 6:113–22 [Google Scholar]
  67. Gardner W, Martinko MJ. 1998. An organizational perspective of the effects of dysfunctional impression management. Dysfunctional Behavior in Organizations: Non-Violent Dysfunctional Behavior RW Griffin, A O'Leary-Kelly, JM Collins 69–125 Stamford, CT: JAI Press [Google Scholar]
  68. Gardner WL, Avolio BJ. 1998. The charismatic relationship: a dramaturgical perspective. Acad. Manag. Rev. 23:132–58 [Google Scholar]
  69. Gardner WL, Martinko MJ. 1988. Impression management in organizations. J. Manag. 14:2321–38 [Google Scholar]
  70. Giacalone RA, Beard JW. 1994. Impression management, diversity, and international management. Am. Behav. Sci. 37:5621–36 [Google Scholar]
  71. Goffman E. 1959. The Presentation of Self in Everyday Life New York: Doubleday
  72. Gordon RA. 1996. Impact of ingratiation on judgments and evaluations: a meta-analytic investigation. J. Pers. Soc. Psychol. 71:154–70 [Google Scholar]
  73. Grandey AA, Fisk GM, Mattila AS, Jansen KJ, Sideman LA. 2005. Is “service with a smile” enough? Authenticity of positive displays during service encounters. Organ. Behav. Hum. Decis. Process. 96:138–55 [Google Scholar]
  74. Grant AM, Mayer DM. 2009. Good soldiers and good actors: prosocial and impression management motives as interactive predictors of affiliative citizenship behaviors. J. Appl. Psychol. 94:4900–12 [Google Scholar]
  75. Grant AM, Parker SK, Collins CG. 2009. Getting credit for proactive behavior: Supervisor reactions depend on what you value and how you feel. Pers. Psychol. 62:131–55 [Google Scholar]
  76. Greenberg J. 1990. Looking fair versus being fair: managing impressions of organizational justice. Res. Organ. Behav. 12:1111–57 [Google Scholar]
  77. Guadagno RE, Cialdini RB. 2007. Gender differences in impression management in organizations: a qualitative review. Sex Roles 56:7–8483–94 [Google Scholar]
  78. Harris KJ, Kacmar KM, Zivnuska S, Shaw JD. 2007. The impact of political skill on impression management effectiveness. J. Appl. Psychol. 92:1278–85 [Google Scholar]
  79. Harrison AW, Hochwarter WA, Perrewé PL, Ralston DA. 1998. The ingratiation construct: an assessment of the validity of the Measure of Ingratiatory Behaviors in Organizational Settings (MIBOS). J. Appl. Psychol. 83:6932–43 [Google Scholar]
  80. Herrmann P, Werbel J. 2007. Promotability of host-country nationals: a cross-cultural study. Br. J. Manag. 18:3281–93 [Google Scholar]
  81. Higgins CA, Judge TA. 2004. The effect of applicant influence tactics on recruiter perceptions of fit and hiring recommendations. A field study. J. Appl. Psychol. 89:4622–32 [Google Scholar]
  82. Higgins CA, Judge TA, Ferris GR. 2003. Influence tactics and work outcomes: a meta-analysis. J. Organ. Behav. 24:189–106 [Google Scholar]
  83. Hirt ER, McCrea SM, Boris HI. 2003. “I know you self-handicapped last exam”: gender differences in reactions to self-handicapping. J. Pers. Soc. Psychol. 84:1177–93 [Google Scholar]
  84. Hofstede G. 2001. Culture's Consequences: Comparing Values, Behavior, Institutions, and Organizations Across Nations. Thousand Oaks, CA: Sage Publ., 2nd ed..
  85. Holoien DS, Fiske ST. 2013. Downplaying positive impressions: compensation between warmth and competence in impression management. J. Exp. Soc. Psychol. 49:133–41 [Google Scholar]
  86. Huang GH, Zhao HH, Niu XY, Ashford SJ, Lee C. 2013. Reducing job insecurity and increasing performance ratings: Does impression management matter?. J. Appl. Psychol. 98:5852–62 [Google Scholar]
  87. Huselid MA. 1995. The impact of human resource management practices on turnover, productivity, and corporate financial performance. Acad. Manag. J. 38:3635–72 [Google Scholar]
  88. Jones EE. 1964. Ingratiation New York: Appleton-Century-Crofts
  89. Jones EE. 1990. Interpersonal Perception New York: Freeman
  90. Jones EE, Pittman T. 1982. Toward a general theory of strategic self-presentation. Psychological Perspectives on the Self J Suls 231–62 Hillsdale: Lawrence Erlbaum Assoc. [Google Scholar]
  91. Judge TA, Bretz RD. 1994. Political influence behavior and career success. J. Manag. 20:143–65 [Google Scholar]
  92. Kacmar KM, Carlson DS, Bratton VK. 2004. Situational and dispositional factors as antecedents of ingratiatory behaviors in organizational settings. J. Vocat. Behav. 65:2309–31 [Google Scholar]
  93. Kacmar KM, Carlson DS, Harris KJ. 2013. Interactive effect of leaders' influence tactics and ethical leadership on work effort and helping behavior. J. Soc. Psychol. 153:5577–97 [Google Scholar]
  94. Kilduff M, Day DV. 1994. Do chameleons get ahead? The effects of self-monitoring on managerial careers. Acad. Manag. J. 37:41047–60 [Google Scholar]
  95. Kipnis D, Schmidt SM. 1988. Upward-influence styles: relationship with performance evaluations, salary, and stress. Adm. Sci. Q. 33:4528–42 [Google Scholar]
  96. Kipnis D, Schmidt SM, Wilkinson I. 1980. Intraorganizational influence tactics: explorations in getting one's way. J. Appl. Psychol. 65:4440–52 [Google Scholar]
  97. Kumar K, Beyerlein M. 1991. Construction and validation of an instrument for measuring ingratiatory behaviors in organizational settings. J. Appl. Psychol. 76:5619–27 [Google Scholar]
  98. Kurman J. 2001. Self-enhancement: Is it restricted to individualistic cultures?. Pers. Soc. Psychol. Bull. 27:121705–16 [Google Scholar]
  99. Kurman J. 2003. Why is self-enhancement low in certain collectivist cultures? An investigation of two competing explanations. J. Cross-Cult. Psychol. 34:5496–510 [Google Scholar]
  100. Lam W, Huang X, Snape ED. 2007. Feedback-seeking behavior and leader-member exchange: Do supervisor-attributed motives matter?. Acad. Manag. J. 50:2348–63 [Google Scholar]
  101. Leary MR. 1995. Self-Presentation: Impression Management and Interpersonal Behavior Madison, WI: Brown & Benchmark
  102. Leary MR, Kowalski RM. 1990. Impression management: a literature review and two-component model. Psychol. Bull. 107:134–47 [Google Scholar]
  103. Lee F. 2002. The social costs of seeking help. J. Appl. Behav. Sci. 38:117–35 [Google Scholar]
  104. Levashina J, Campion MA. 2007. Measuring faking in the employment interview: development and validation of an interview faking behavior scale. J. Appl. Psychol. 92:61638–56 [Google Scholar]
  105. Lievens F, Peeters H. 2008. Interviewers' sensitivity to impression management tactics in structured interviews. Eur. J. Psychol. Assess. 24:3174–80 [Google Scholar]
  106. Long DM, Baer MD, Colquitt JA, Outlaw R, Dhensa-Kahlon RK. 2015. What will the boss think? The impression management implications of supportive relationships with star and project peers. Pers. Psychol. 68:3463–98 [Google Scholar]
  107. Manzur L, Jogaratnam G. 2006. Impression management and the hospitality service encounter: cross-cultural differences. J. Travel Tour. Mark. 20:3–421–32 [Google Scholar]
  108. Mendenhall ME, Wiley C. 1994. Strangers in a strange land: the relationship between expatriate adjustment and impression management. Am. Behav. Sci. 37:5605–20 [Google Scholar]
  109. Merkin R. 2012. Middle Eastern impression-management communication. Cross-Cult. Res. 46:2109–32 [Google Scholar]
  110. Morrison EW, Bies RJ. 1991. Impression management in the feedback-seeking process: a literature-review and research agenda. Acad. Manag. Rev. 16:3522–41 [Google Scholar]
  111. Proost K, Schreurs B, De Witte K, Derous E. 2010. Ingratiation and self-promotion in the selection interview: the effects of using single tactics or a combination of tactics on interviewer judgments. J. Appl. Soc. Psychol. 40:92155–69 [Google Scholar]
  112. Ralston DA, Hallinger P, Egri CP, Naothinsuhk S. 2005. The effects of culture and life stage on workplace strategies of upward influence: a comparison of Thailand and the United States. J. World Bus. 40:3321–37 [Google Scholar]
  113. Rioux SM, Penner LA. 2001. The causes of organizational citizenship behavior: a motivational analysis. J. Appl. Psychol. 86:61306–14 [Google Scholar]
  114. Robinson SL, Wang W, Kiewitz C. 2014. Coworkers behaving badly: the impact of coworker deviant behavior upon individual employees. Annu. Rev. Organ. Psychol. Organ. Behav. 1:1123–43 [Google Scholar]
  115. Rosenfeld P. 1997. Impression management, fairness, and the employment interview. J. Bus. Ethics 16:8801–8 [Google Scholar]
  116. Rosenfeld P, Giacalone RA, Riordan CA. 1995. Impression Management in Organizations: Theory, Measurement, Practice London: Routledge
  117. Roulin N, Bangerter A, Levashina J. 2015. Honest and deceptive impression management in the employment interview: Can it be detected and how does it impact evaluations?. Pers. Psychol. 68:2395–444 [Google Scholar]
  118. Rudman LA. 1998. Self-promotion as a risk factor for women: the costs and benefits of counterstereotypical impression management. J. Pers. Soc. Psychol. 74:3629–45 [Google Scholar]
  119. Rudman LA, Glick P. 1999. Feminized management and backlash toward agentic women: the hidden costs to women of a kinder, gentler image of middle managers. J. Pers. Soc. Psychol. 77:51004–10 [Google Scholar]
  120. Rudman LA, Phelan JE. 2008. Backlash effects for disconfirming gender stereotypes in organizations. Res. Organ. Behav. 28:161–79 [Google Scholar]
  121. Sandal GM, van de Vijver F, Bye HH, Sam DL, Amponsah B. et al. 2014. Intended self-presentation tactics in job interviews: a 10-country study. J. Cross-Cult. Psychol. 45:6939–58 [Google Scholar]
  122. Schlenker BR. 1980. Impression Management: The Self-Concept, Social Identity, and Interpersonal Relations Monterey, CA: Brooks/Cole Publ. Co. [Google Scholar]
  123. Schwartz SH. 1992. Universals in the content and structure of values: theoretical advances and empirical tests in 20 countries. Adv. Exp. Soc. Psychol. 25:11–65 [Google Scholar]
  124. Sezer O, Gino F, Norton MI. 2015. Humblebragging: a distinct—and ineffective—self-presentation strategy. Work. Pap. 15–080, Harv. Bus. Sch.
  125. Singh V, Kumra S, Vinnicombe S. 2002. Gender and impression management: playing the promotion game. J. Bus. Ethics 37:177–89 [Google Scholar]
  126. Sitkin SB, Bies RJ. 1993. Social accounts in conflict situations: using explanations to manage conflict. Hum. Relations 46:3349–70 [Google Scholar]
  127. Smith AN, Watkins MB, Burke MJ, Christian MS, Smith CE. et al. 2013. Gendered influence: a gender role perspective on the use and effectiveness of influence tactics. J. Manag. 39:1156–83 [Google Scholar]
  128. Snyder M, Gangestad S. 1986. On the nature of self-monitoring: matters of assessment, matters of validity. J. Pers. Soc. Psychol. 51:1125–39 [Google Scholar]
  129. Spong A, Kamau C. 2012. Cross-cultural impression management: a cultural knowledge audit model. J. Int. Educ. Bus. 5:122–36 [Google Scholar]
  130. Stern I, Westphal JD. 2010. Stealthy footsteps to the boardroom: executives' backgrounds, sophisticated interpersonal influence behavior, and board appointments. Adm. Sci. Q. 55:2278–319 [Google Scholar]
  131. Stevens CK, Kristof AL. 1995. Making the right impression: a field study of applicant impression management during job interviews. J. Appl. Psychol. 80:5587–606 [Google Scholar]
  132. Swider BW, Barrick MR, Harris TB, Stoverink AC. 2011. Managing and creating an image in the interview: the role of interviewee initial impressions. J. Appl. Psychol. 96:61275–88 [Google Scholar]
  133. Takeuchi R, Bolino M, Lin CC. 2015. Too many motives? The interactive effects of multiple motives on organizational citizenship behavior. J. Appl. Psychol. 100:1239–48 [Google Scholar]
  134. Tal-Or N. 2010. Indirect ingratiation: pleasing people by associating them with successful others and by praising their associates. Hum. Commun. Res. 36:2163–89 [Google Scholar]
  135. Tannen D. 1994. Gender and Discourse New York: Oxford Univ. Press
  136. Tedeschi JT, Melburg V. 1984. Impression management and influence in the organization. Research in the Sociology of Organizations SB Bacharach, EJ Lawler 31–58 Greenwich, CT: JAI [Google Scholar]
  137. Treadway DC, Ferris GR, Duke AB, Adams GL, Thatcher JB. 2007. The moderating role of subordinate political skill on supervisors' impressions of subordinate ingratiation and ratings of subordinate interpersonal facilitation. J. Appl. Psychol. 92:3848–55 [Google Scholar]
  138. Tsai WC, Chen CC, Chiu SF. 2005. Exploring boundaries of the effects of applicant impression management tactics in job interviews. J. Manag. 31:1108–25 [Google Scholar]
  139. Tsai WC, Huang TC, Wu CY, Lo I. 2010. Disentangling the effects of applicant defensive impression management tactics in job interviews. Int. J. Sel. Assess. 18:2131–40 [Google Scholar]
  140. Turnley WH, Bolino MC. 2001. Achieving desired images while avoiding undesired images: exploring the role of self-monitoring in impression management. J. Appl. Psychol. 86:2351–60 [Google Scholar]
  141. Turnley WH, Klotz AC, Bolino MC. 2013. Crafting an image at another's expense: understanding unethical impression management in organizations. Handbook of Unethical Work Behavior: Implications for Well-Being RA Giacalone, MD Promislo 123–39 Armonk, NY: M.E. Sharpe [Google Scholar]
  142. Vohs KD, Baumeister RF, Ciarocco NJ. 2005. Self-regulation and self-presentation: Regulatory resource depletion impairs impression management and effortful self-presentation depletes regulatory resources. J. Pers. Soc. Psychol. 88:4632–57 [Google Scholar]
  143. Vonk R. 2002. Self-serving interpretations of flattery: why ingratiation works. J. Pers. Soc. Psychol. 82:4515–26 [Google Scholar]
  144. Wayne SJ, Ferris GR. 1990. Influence tactics, affect, and exchange quality in supervisor-subordinate interactions: a laboratory experiment and field study. J. Appl. Psychol. 75:5487–99 [Google Scholar]
  145. Wayne SJ, Kacmar KM. 1991. The effects of impression management on the performance appraisal process. Organ. Behav. Hum. Decis. Process. 48:170–88 [Google Scholar]
  146. Wayne SJ, Liden RC. 1995. Effects of impression management on performance ratings: a longitudinal study. Acad. Manag. J. 38:1232–60 [Google Scholar]
  147. Weiner B. 1995. Judgments of Responsibility New York: Guilford
  148. Westphal JD, Shani G. 2015. Psyched-up to suck-up: self-regulated cognition, interpersonal influence, and recommendations for board appointments in the corporate elite. Acad. Manag. J. doi: 10.5465/amj.2014.0010. In press
  149. Westphal JD, Stern I. 2007. Flattery will get you everywhere (especially if you are a male Caucasian): how ingratiation, boardroom behavior, and demographic minority status affect additional board appointments at U.S. companies. Acad. Manag. J. 50:2267–88 [Google Scholar]
  150. Whitaker BG, Dahling JJ. 2013. The influence of autonomy and supervisor political skill on the use and consequences of peer intimidation in organizations. Hum. Perform. 26:5353–73 [Google Scholar]
  151. Wood RE, Mitchell TR. 1981. Manager behavior in a social context: the impact of impression management on attributions and disciplinary actions. Organ. Behav. Hum. Perform. 28:3356–78 [Google Scholar]
  152. Wu LZ, Yim FHK, Kwan HK, Zhang X. 2012. Coping with workplace ostracism: the roles of ingratiation and political skill in employee psychological distress. J. Manag. Stud. 49:1178–99 [Google Scholar]
  153. Yam KC, Fehr R, Barnes CM. 2014. Morning employees are perceived as better employees: Employees' start times influence supervisor performance ratings. J. Appl. Psychol. 99:61288–99 [Google Scholar]
  154. Yukl G, Falbe CM. 1990. Influence tactics and objectives in upward, downward, and lateral influence attempts. J. Appl. Psychol. 75:2132–40 [Google Scholar]
  155. Yun S, Takeuchi R, Liu W. 2007. Employee self-enhancement motives and job performance behaviors: investigating the moderating effects of employee role ambiguity and managerial perceptions of employee commitment. J. Appl. Psychol. 92:3745–56 [Google Scholar]
  156. Zhao H, Liden RC. 2011. Internship: a recruitment and selection perspective. J. Appl. Psychol. 96:1221–29 [Google Scholar]
/content/journals/10.1146/annurev-orgpsych-041015-062337
Loading
Impression Management in Organizations: Critical Questions, Answers, and Areas for Future Research
Annual Review of Organizational Psychology and Organizational Behavior 3, 377 (2016); https://doi.org/10.1146/annurev-orgpsych-041015-062337
/content/journals/10.1146/annurev-orgpsych-041015-062337
/content/journals/10.1146/annurev-orgpsych-041015-062337
Loading

Data & Media loading...

  • Article Type: Review Article

Most Cited Most Cited RSS feed

This is a required field
Please enter a valid email address
Approval was a Success
Invalid data
An Error Occurred
Approval was partially successful, following selected items could not be processed due to error