This Article Full Text (PDF) References Alert me when this article is cited Alert me if a correction is posted Citation Map Services Email this article to a friend Similar articles in this journal Similar articles in Web of Science Alert me to new issues of the journal Add to Saved Citations Download to citation manager Request Permissions Request Reprints Add to My Marked Citations Citing Articles Citing Articles via HighWire Citing Articles via Web of Science (31) Citing Articles via Google Scholar Citing Articles via Scopus Google Scholar Articles by Kristof-Brown, A. Articles by Franke, M. Search for Related Content Social Bookmarking                         What's this?

Applicant Impression Management: Dispositional Influences and Consequences for Recruiter Perceptions of Fit and Similarity

Henry B. Tippie College of Business, Department of Management and Organizations, University of Iowa, 108 Pappajohn Business Building, Iowa City, IA 52242, USA, amy-kristof-brown{at}uiowa.edu

Murray R. Barrick

Henry B. Tippie College of Business, Department of Management and Organizations, University of Iowa, 108 Pappajohn Business Building, Iowa City, IA 52242, USA, m-barrick{at}uiowa.edu

Melinda Franke

Lee Enterprises, Human Resources Department, 215 N. Main Street, Davenport, IA 52801, USA, mindy.franke{at}lee.net

This study investigates how applicant characteristics influence the use of impression management (IM) tactics in interviews, and how these behaviors affect interviewer perceptions of person-job fit (P-J fit) and applicant-interviewer similarity. Results from 72 applicants demonstrated that extraverted applicants made greater use of self-promotion during their interviews, while agreeableness was associated with non-verbal cues. Self-promotion was the IM tactic most strongly related to interviewers’ perceptions of P-J fit, whereas non-verbal IM influenced perceived similarity. The practical implications of these findings for applicant preparation are discussed, as well as concerns regarding the long-term effects of IM use on selection decision making.

Journal of Management, Vol. 28, No. 1, 27-46 (2002)
DOI: 10.1177/014920630202800103


CiteULike    Complore    Connotea    Del.icio.us    Digg    Reddit    Technorati    Twitter    What's this?

This article has been cited by other articles:

				M. C. Bolino, K. M. Kacmar, W. H. Turnley, and J. B. Gilstrap A Multi-Level Review of Impression Management Motives and Behaviors Journal of Management, December 1, 2008; 34(6): 1080 - 1109. [Abstract] [PDF]

				C. H. Van Iddekinge, L. A. McFarland, and P. H. Raymark Antecedents of Impression Management Use and Effectiveness in a Structured Interview{dagger} Journal of Management, October 1, 2007; 33(5): 752 - 773. [Abstract] [PDF]

				M. N. Wexler Successful Resume Fraud: Conjectures on the Origins of Amorality in the Workplace Journal of Human Values, October 1, 2006; 12(2): 137 - 152. [Abstract] [PDF]

				R. T. Peterson An Examination of the Relative Effectiveness of Training in Nonverbal Communication: Personal Selling Implications Journal of Marketing Education, August 1, 2005; 27(2): 143 - 150. [Abstract] [PDF]

				W.-C. Tsai, C.-C. Chen, and S.-F. Chiu Exploring Boundaries of the Effects of Applicant Impression Management Tactics in Job Interviews Journal of Management, February 1, 2005; 31(1): 108 - 125. [Abstract] [PDF]