Publication Type

Journal Article

Publication Date

9-2006

Abstract

This study investigated how structured interview formats, instructions to convey favorable impressions, and applicants' individual differences influenced the use and effectiveness of verbal and nonverbal impression management (IM). Results from 190 people who were screened for a training program demonstrated that interview format affected the kind of tactics used, which in turn positively influenced interviewer evaluations. Behavior description interviews triggered self-focused (and defensive) tactics, whereas situational interviews triggered other-focused tactics. Instructions to convey a desirable impression also enhanced the use of specific tactics (self-focused and other-focused verbal IM tactics) and moderated the effects of individual differences on IM use. IM instructions did not affect nonverbal IM tactics, indicating that nonverbal behavior might be less intentionally controllable in selection situations.

Discipline

Organizational Behavior and Theory | Social and Behavioral Sciences

Research Areas

Organisational Behaviour and Human Resources

Publication

International Journal of Selection and Assessment

Volume

14

Issue

3

First Page

206

Last Page

222

ISSN

0965-075X

Publisher

Wiley: 24 months

Creative Commons License

Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.

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