TY - JOUR
T1 - The use of impression management tactics in structured interviews
T2 - A function of question type?
AU - Ellis, Aleksander P.J.
AU - West, Bradley J.
AU - Ryan, Ann Marie
AU - DeShon, Richard P.
PY - 2002/12
Y1 - 2002/12
N2 - This study investigated impression management tactic use during structured interviews containing both experience-based and situational questions. Specifically, the authors examined whether applicants' use of impression management tactics depended on question type. Results from 119 structured interviews indicated that almost all of the applicants used some form of impression management. Significantly more assertive than defensive impression management tactics were used, and among assertive tactics, applicants tended to use self-promotion rather than ingratiation. However, different question types prompted the use of different impression management tactics. Ingratiation tactics were used significantly more when applicants answered situational questions, whereas self-promotion tactics were used significantly more when applicants answered experience-based questions. Furthermore, the use of self-promotion and ingratiation tactics was positively related to interviewer evaluations.
AB - This study investigated impression management tactic use during structured interviews containing both experience-based and situational questions. Specifically, the authors examined whether applicants' use of impression management tactics depended on question type. Results from 119 structured interviews indicated that almost all of the applicants used some form of impression management. Significantly more assertive than defensive impression management tactics were used, and among assertive tactics, applicants tended to use self-promotion rather than ingratiation. However, different question types prompted the use of different impression management tactics. Ingratiation tactics were used significantly more when applicants answered situational questions, whereas self-promotion tactics were used significantly more when applicants answered experience-based questions. Furthermore, the use of self-promotion and ingratiation tactics was positively related to interviewer evaluations.
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U2 - 10.1037/0021-9010.87.6.1200
DO - 10.1037/0021-9010.87.6.1200
M3 - Article
C2 - 12558226
AN - SCOPUS:0036987251
SN - 0021-9010
VL - 87
SP - 1200
EP - 1208
JO - Journal of Applied Psychology
JF - Journal of Applied Psychology
IS - 6
ER -