Cited by 293Employer Branding and e-HRMDeception detection and forensic psychologyHigher Education and Employability

The use of impression management tactics in structured interviews: A function of question type?

Ellis, Aleksander P. J., West, Bradley J., Ryan, Ann Marie, DeShon, Richard P.·2002·Journal of Applied Psychology

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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Crossref · 10.1037/0021-9010.87.6.1200

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  • Individuals enhance by highlighting what they perceive as physical and professional achievements.

    “Past findings revealed that individuals would enhance (Carey & Paulhus, 2008; Ellis, West, Ryan, & DeShon, 2002; Kacmar & Carlson, 1999) by highlighting what they perceived as physical and professional achievements.”

    From Mobile Sexuality: Presentations of Young Filipinos in Dating Apps (2020) · cites this paper as Ellis, West, Ryan, & DeShon, 2002

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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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