The use of impression management tactics in structured interviews: A function of question type?
Abstract
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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- Authors
- Ellis, A. P. J., West, B. J., Ryan, A. M., & DeShon, R. P.
- Affiliations
- Michigan State University (US)
- Venue
- Journal of Applied Psychology
- Published
- 2002
- Volume
- 87
- Issue
- 6
- Pages
- 1200-1208
- ISSN
- 0021-9010 (ISSN-L)
- 1939-1854
- OpenAlex
- W2158962793
- Cited by
- 293
- References
- 46
- Citations by year
- 2026: 7 · 2025: 10 · 2024: 15 · 2023: 17 · 2022: 15 · 2021: 17 · 2020: 15 · 2019: 20 · 2018: 20 · 2017: 18 · 2016: 21 · 2015: 16 · 2014: 18 · 2013: 10 · 2012: 10
- FWCI
- 8.89
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Applied Psychology (publishedVersion)
- PubMed (publishedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Employer Branding and e-HRM
- Social Sciences › Psychology › Social Psychology › Deception detection and forensic psychology
- Social Sciences › Education › Higher Education and Employability
- Keywords
- impression management, structured interviews, self-promotion, ingratiation, defensive tactics, situational questions, applicant behavior
- MeSH terms
- Adult, Employment, Female, Humans, Interviews as Topic, Male, Personnel Management
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Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
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