Applicant Impression Management: Dispositional Influences and Consequences for Recruiter Perceptions of Fit and Similarity Academic Article uri icon

abstract

  • This study investigates how applicant characteristics influence the use of impression management (IM) tactics in interviews, and how these behaviors affect interviewer perceptions of person-job fit (P-J fit) and applicant-interviewer similarity. Results from 72 applicants demonstrated that extraverted applicants made greater use of self-promotion during their interviews, while agreeableness was associated with non-verbal cues. Self-promotion was the IM tactic most strongly related to interviewers perceptions of P-J fit, whereas non-verbal IM influenced perceived similarity. The practical implications of these findings for applicant preparation are discussed, as well as concerns regarding the long-term effects of IM use on selection decision making.

published proceedings

  • Journal of Management

author list (cited authors)

  • Kristof-Brown, A., Barrick, M. R., & Franke, M.

citation count

  • 200

complete list of authors

  • Kristof-Brown, Amy||Barrick, Murray R||Franke, Melinda

publication date

  • February 2002