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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

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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)
ORCID: Ellis, Aleksander P. J.
Ryan, Ann Marie
DeShon, Richard P.
Venue: Journal of Applied Psychology
Publisher: American Psychological Association (APA)
Published: 2002
Volume: 87
Issue: 6
Pages: 1200-1208
ISSN: 0021-9010 (ISSN-L)
1939-1854
DOI: 10.1037/0021-9010.87.6.1200
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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The use of impression management tactics in structured interviews: A function of question type?

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