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.
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“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
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Cited by
Sorted by citations
A Multi-Level Review of Impression Management Motives and Behaviors
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The Structured Employment Interview: Narrative and Quantitative Review of the Research Literature
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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
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