The DOI matches its Crossref record; 46 of the 46 references it cites were found in a registry or an index.
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.
Overview
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
Claims other papers make about this one
Each is checked against this paper’s own text: does it say what the citing paper says it does?
In the citing paper
“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
Citations
Cites
An attributional theory of achievement motivation and emotion
Weiner, B. (1985) · Psychological Review · doi:10.1037/0033-295x.92.4.548 · Cited by 7,846
(1972) · Behavior Therapy · doi:10.1016/s0005-7894(72)80121-7 · Cited by 4,366
Impression management: A literature review and two-component model.
Leary, M. R., & Kowalski, R. M. (1990) · Psychological Bulletin · doi:10.1037/0033-2909.107.1.34 · Cited by 3,334
Psychological perspectives on the self
Suls, J. M., & Greenwald, A. G. (1982) · Lawrence Erlbaum Associates eBooks · Cited by 2,300
Impression Management: The Self-Concept, Social Identity, and Interpersonal Relations.
Scott, M. B., & Schlenker, B. R. (1981) · Contemporary Sociology A Journal of Reviews · doi:10.2307/2067758 · Cited by 2,057
Personnel Selection in Organizations
Murphy, K. R., Schmitt, N., & Borman, W. C. (1993) · Academy of Management Review · doi:10.2307/258598 · Cited by 1,646
Religion and Organization Theory
(2014) · Emerald Group Publishing Limited eBooks · doi:10.1108/s0733-558x(2014)0000041003 · Cited by 1,207
New Directions in Organizational Behavior.
Beyer, J. M., Staw, B. M., & Salancik, G. R. (1978) · Administrative Science Quarterly · doi:10.2307/2392425 · Cited by 915
The validity of employment interviews: A comprehensive review and meta-analysis.
McDaniel, M. A., Whetzel, D. L., Schmidt, F., & Maurer, S. D. (1994) · Journal of Applied Psychology · doi:10.1037/0021-9010.79.4.599 · Cited by 751
Impression Management in Organizations
Gardner, W. L., & Martinko, M. J. (1988) · Journal of Management · doi:10.1177/014920638801400210 · Cited by 717
Impression Management Theory and Social Psychological Research
(1981) · Elsevier eBooks · doi:10.1016/c2013-0-11591-7 · Cited by 677
THE EMPLOYMENT INTERVIEW: A SUMMARY AND REVIEW OF RECENT RESEARCH1
Arvey, R. D., & Campion, J. E. (1982) · Personnel Psychology · doi:10.1111/j.1744-6570.1982.tb02197.x · Cited by 539
Messick, D. M., & Mackie, D. M. (1989) · Annual Review of Psychology · doi:10.1146/annurev.ps.40.020189.000401 · Cited by 536
A REVIEW OF STRUCTURE IN THE SELECTION INTERVIEW
Campion, M. A., PALMER, D. K., & Campion, J. E. (1997) · Personnel Psychology · doi:10.1111/j.1744-6570.1997.tb00709.x · Cited by 531
Making the right impression: A field study of applicant impression management during job interviews.
Stevens, C. K., & Kristof‐Brown, A. L. (1995) · Journal of Applied Psychology · doi:10.1037/0021-9010.80.5.587 · Cited by 499
Moss, G. E., & Schlenker, B. R. (1987) · Contemporary Sociology A Journal of Reviews · doi:10.2307/2069947 · Cited by 435
Wiesner, W. H., & Cronshaw, S. F. (1988) · Journal of Occupational Psychology · doi:10.1111/j.2044-8325.1988.tb00467.x · Cited by 388
Latham, G. P., Saari, L. M., Pursell, E. D., & Campion, M. A. (1980) · Journal of Applied Psychology · doi:10.1037/0021-9010.65.4.422 · Cited by 374
Excuses: Masquerades in Search of Grace.
Brissett, D. D., Snyder, C. R., Higgins, R. L., & Stucky, R. J. (1985) · Contemporary Sociology A Journal of Reviews · doi:10.2307/2071382 · Cited by 366
STRUCTURED INTERVIEWING: RAISING THE PSYCHOMETRIC PROPERTIES OF THE EMPLOYMENT INTERVIEW
Campion, M. A., Pursell, E. D., & Brown, B. K. (1988) · Personnel Psychology · doi:10.1111/j.1744-6570.1988.tb00630.x · Cited by 322
Schmitt, N. (1976) · Personnel Psychology · doi:10.1111/j.1744-6570.1976.tb00404.x · Cited by 277
Kristof‐Brown, A. L., Barrick, M. R., & Franke, M. (2002) · Journal of Management · doi:10.1016/s0149-2063(01)00131-3 · Cited by 275
Initial comparisons of patterned behavior description interviews versus unstructured interviews.
Janz, T. (1982) · Journal of Applied Psychology · doi:10.1037//0021-9010.67.5.577 · Cited by 269
Self-promotion is not ingratiating.
Godfrey, D. K., JONES, E. E., & Lord, C. G. (1986) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.50.1.106 · Cited by 266
Persons, situations, and the control of social behavior.
Snyder, M., & Monson, T. C. (1975) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.32.4.637 · Cited by 250
The Effects of Applicant Impression Management Tactics on Interviewer Judgments
Gilmore, D. C., & Ferris, G. R. (1989) · Journal of Management · doi:10.1177/014920638901500405 · Cited by 241
The effects of impression management on the performance appraisal process
Wayne, S. J., & Kacmar, K. M. (1991) · Organizational Behavior and Human Decision Processes · doi:10.1016/0749-5978(91)90006-f · Cited by 233
Tactical Self-Presentations: Toward a Broader Conception
SCHNEIDER, D. J. (1981) · Elsevier eBooks · doi:10.1016/b978-0-12-685180-9.50007-5 · Cited by 222
Self-Handicapping: The Paradox That Isn’t
Higgins, R. L., Snyder, C. R., & Berglas, S. (1990) · Medical Entomology and Zoology · Cited by 200
Studies of the structured behavioral interview.
Motowidlo, S. J., Carter, G. W., Dunnette, M. D., Tippins, N. T., Werner, S., Burnett, J. R., & Vaughan, M. J. (1992) · Journal of Applied Psychology · doi:10.1037/0021-9010.77.5.571 · Cited by 177
Kacmar, K. M., Delery, J. E., & Ferris, G. R. (1992) · Journal of Applied Social Psychology · doi:10.1111/j.1559-1816.1992.tb00949.x · Cited by 171
EXPERIENCE‐BASED AND SITUATIONAL INTERVIEW QUESTIONS: STUDIES OF VALIDITY
Pulakos, E. D., & Schmitt, N. (1995) · Personnel Psychology · doi:10.1111/j.1744-6570.1995.tb01758.x · Cited by 163
Structured interviewing: A note on incremental validity and alternative question types.
Campion, M. A., Campion, J. E., & Hudson, J. P. (1994) · Journal of Applied Psychology · doi:10.1037/0021-9010.79.6.998 · Cited by 155
Lin, T.-R., Dobbins, G. H., & Farh, J. (1992) · Journal of Applied Psychology · doi:10.1037/0021-9010.77.3.363 · Cited by 151
Demonstration of the Effect, “Similar to Me,” in Simulated Employment Interviews
Rand, T. M., & Wexley, K. N. (1975) · Psychological Reports · doi:10.2466/pr0.1975.36.2.535 · Cited by 147
The structured interview: Additional studies and a meta‐analysis
Wright, P. M., Lichtenfels, P. A., & Pursell, E. D. (1989) · Journal of Occupational Psychology · doi:10.1111/j.2044-8325.1989.tb00491.x · Cited by 113
Interpersonal attraction and techniques of ingratiation in organizational settings
Wortman, C. B., & Linsenmeier, J. A. W. (1977) · Cited by 104
The Employment Interview Handbook
Eder, R. W., & Harris, M. P. (1999) · Sage eBooks · doi:10.4135/9781452205519 · Cited by 101
Fletcher, C. (1990) · Human Relations · doi:10.1177/001872679004300803 · Cited by 90
"Sweet smell of success"? The impact of pleasant artificial scents on evaluations of job applicants.
Baron, R. A. (1983) · Journal of Applied Psychology · doi:10.1037//0021-9010.68.4.709 · Cited by 83
Effectiveness of Impression Management Tactics Across Human Resource Situations1
Kacmar, K. M., & Carlson, D. S. (1999) · Journal of Applied Social Psychology · doi:10.1111/j.1559-1816.1999.tb02040.x · Cited by 79
Higgins, R. L., Snyder, C. R. R., & Berglas, S. (1990) · Springer eBooks · doi:10.1007/978-1-4899-0861-2 · Cited by 74
Gilmore, D. C., Stevens, C. K., Harrell‐Cook, G., & Ferris, G. R. (1999) · Sage eBooks · doi:10.4135/9781452205519.n18 · Cited by 70
Research in the Sociology of Organizations
(2016) · doi:10.1108/s0733-558x20150000045006 · Cited by 40
Self-presentations of small group leaders: Effects of role requirements and leadership orientation.
Leary, M. R., Robertson, R. B., Barnes, B. D., & Miller, R. S. (1986) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.51.4.742 · Cited by 39
Lippa, R. A., & Donaldson, S. I. (1990) · Journal of Personality · doi:10.1111/j.1467-6494.1990.tb00238.x · Cited by 21
Research works printed but not linked: 7
- 10.1037/0021-9010.68.4.709 · DOI
- Dipboye, 1993, Cognitive and behavioral processes in the selection interview., 135
- 10.1037/0021-9010.67.5.577 · DOI
- Jones, 1964, Ingratiation.
- Jones, 1982, Toward a general theory of strategic self-presentation., Vol. 1, 231
- 10.1177/014920630202800103 · DOI
- Tedeschi, 1984, Impression management and influence in the organization., Vol. 3, 31
Cited by
Sorted by citations
A Multi-Level Review of Impression Management Motives and Behaviors
Bolino, M. C., Kacmar, K. M., Turnley, W. H., & Gilstrap, J. B. (2008) · Journal of Management · doi:10.1177/0149206308324325 · Cited by 840
Executive Job Demands: New Insights for Explaining Strategic Decisions and Leader Behaviors
Hambrick, D. C., Finkelstein, S. D., & Mooney, A. C. (2005) · Academy of Management Review · doi:10.5465/amr.2005.17293355 · Cited by 753
Impression Management in Organizations: Critical Questions, Answers, and Areas for Future Research
Bolino, M., Long, D. M., & Turnley, W. (2016) · Annual Review of Organizational Psychology and Organizational Behavior · doi:10.1146/annurev-orgpsych-041015-062337 · Cited by 469
The Structured Employment Interview: Narrative and Quantitative Review of the Research Literature
Levashina, J., Hartwell, C. J., Morgeson, F. P., & Campion, M. A. (2013) · Personnel Psychology · doi:10.1111/peps.12052 · Cited by 492
Barrick, M. R., Shaffer, J. A., & DeGrassi, S. W. (2009) · Journal of Applied Psychology · doi:10.1037/a0016532 · Cited by 466
Metadata
- 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
About these checks
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.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
