The influence of the Impression Management theory in the behaviors that affect relationship between people and organization

Rita Jácome López; Alexis Jacobo Bañón Gomis; Manuel Guillén Parra; Lourdes Canós-Darós

doi:10.4995/wpom.v4i1.1488

Authors

Rita Jácome López Universitat Politècnica de València
Alexis Jacobo Bañón Gomis Universitat Politècnica de València
Manuel Guillén Parra Universitat de València
Lourdes Canós-Darós Universitat Politècnica de València

DOI:

https://doi.org/10.4995/wpom.v4i1.1488

Keywords:

Impression management, human resource management, social responsibility, personal image

Abstract

Impression management (IM), the process by which individuals -consciously or unconsciously- try to control the impressions others form of them, plays an important role in the relationship between people and organizations. This article reviews the existing literature on this concept, in a multidisciplinary and systematic way, analysing and combining the different approaches from which it has been studied: social behavior; organizational behavior and human resource management; and social responsibility. It offers a comprehensive and proper definition considering the three dimensions of individual behavior and its implications for business organization. It finally comes to show a “path" for future research on the IM theory applied to the organizational level.

Downloads

Download data is not yet available.

Author Biographies

Rita Jácome López, Universitat Politècnica de València

Facultad de ADE

Manuel Guillén Parra, Universitat de València

Departamento de Dirección de Empresas. Juan José Renau Piqueras. Universitat de Valencia. Avda. de los Naranjos s/n. 46022 Valencia.

References

Bande, B., Varela, J. A., Fernández, P., & del Río, M. L. 2007. Impression management tactics and affective context: Influence on sales performance appraisal. European Journal of Marketing, 41(5-6): 624-639.

Bolino, M. C. 1999. Citizenship and impression management: Good soldiers or good actors? The Academy of Management Review, 24(1): 82-98.

Bolino, M. C., Varela, J. A., Bande, B., & Turnley, W. H. 2006. The impact of impression-management tactics on supervisor ratings of organizational citizenship behavior. Journal of Organizational Behavior, 27(3): 281-297. http://dx.doi.org/10.1002/job.379

Bolino, M. C., Kacmar, K. M., Turnley, W. H., & Glistrap, J. B. 2008. A multi-level review of impression management motives and behaviors. Journal of Management, 34(6): 1080-1109. http://dx.doi.org/10.1177/0149206308324325

Bozeman, D. P., & Kacmar, K. M. 1997. A cybernetic model of impression management processes in organizations. Organizational Behavior and Human Decision Processes, 69(1): 9-30. http://dx.doi.org/10.1006/obhd.1996.2669

Cable, D. M., & Judge, T. A. 1996. Person-organization fit, job choice decisions, and organizational entry. Organizational behavior and human decision processes, 67(3): 294-311. http://dx.doi.org/10.1006/obhd.1996.0081

Chen, C., Yang, I. W., & Lin, W. 2010. Applicant impression management in job interview: The moderating role of interviewer affectivity. Journal of Occupational and Organizational Psychology, 83(3): 739-757. http://dx.doi.org/10.1348/096317909X473895

Ellis, A. P. J., West, B. J., Ryan, A. M., & DeShon, R. P. 2002. The use of impression management tactics in structured interviews: A function of question type? Journal of Applied Psychology, 87(6): 1200-1208. http://dx.doi.org/10.1037/0021-9010.87.6.1200

Gardner, W. L., & Avolio, B. J. 1998. The charismatic relationship: A dramaturgical perspective. The Academy of Management Review, 23(1): 32-58.

Gardner, W. L., & Martinko, M. J. 1988. Impression management in organizations. Journal of Management, 14(2): 321-328. http://dx.doi.org/10.1177/014920638801400210

Gilmore, D. C., & Ferris, G. R. 1989. The effects of applicant impression management tactics on interviewer judgements. Journal of Management, 15(4): 557-564. http://dx.doi.org/10.1177/014920638901500405

Goffman, E. 1959. The presentation of self in everyday life. Oxford: Doubleday.

Highhouse, S., Brooks, M. E., & Gregarus, G. 2009. An organizational impression management perspective on the formation of corporate reputations. Journal of Management, 35(6): 1481-1493. http://dx.doi.org/10.1177/0149206309348788

Jones, E. E., & Pittman, T. S. 1982. Toward a general theory of strategic self-presentation. In J. Suls (Ed.), Psychological perspectives on the self: 231-263. Hillsdale, NJ: Lawrence Erlbaum.

Judge, T. A., Cable, D. M., & Higgins, C. A. 2000. The employment interview: A review of recent research and recommendations for future research. Human Resource Management Review, 10(4): 383. http://dx.doi.org/10.1016/S1053-4822(00)00033-4

Judge, T. A., & Bretz, R. D.,Jr. 1994. Political influence behavior and career success. Journal of Management, 20(1): 43-65. http://dx.doi.org/10.1177/014920639402000103

Kacmar, K. M., Delery, J. E., & Ferris, G. R. 1992. Differential effectiveness of applicant impression management tactics on employment interview decisions. Journal of Applied Social Psychology, 22(16): 1250-1272. http://dx.doi.org/10.1111/j.1559-1816.1992.tb00949.x

Kacmar, K. M., & Carlson, D. S. 1999. Effectiveness of impression management tactics across human resource situations. Journal of Applied Social Psychology, 29: 1293-1315. http://dx.doi.org/10.1111/j.1559-1816.1999.tb02040.x

Kristof-Brown, A., Barrick, M. R., & Franke, M. 2002. Applicant impression management: Dispositional influences and consequences for recruiter perceptions of fit and similarity. Journal of Management, 28(1): 27-46. http://dx.doi.org/10.1177/014920630202800103

Leary, M. R., & Kowalski, R. M. 1990. Impression management: A literature review and two-component model. Psychological bulletin, 107(1): 34-47. http://dx.doi.org/10.1037/0033-2909.107.1.34

Liden, R. C., & Mitchell, T. R. 1988. Ingratiatory behaviors in organizational settings. Academy of Management. The Academy of Management Review, 13(4): 572.

McFarland, L. A., Ryan, A. M., & Kriska, S. D. 2003. Impression management use and effectiveness across assessment methods. Journal of Management, 29(5): 641-661.

Meyer, H. E. 1979. Remodeling the executive for the corporate climb. Fortune, 100: 82.

Roberts, L. M. 2005. Changing faces: Professional image construction in diverse organizational settings. The Academy of Management Review, 30(4): 685-711. http://dx.doi.org/10.5465/AMR.2005.18378873

Rosenfeld, P. 1997. Impression management, fairness and the employment interview. Journal of business ethics, 16(8): 801-808. http://dx.doi.org/10.1023/A:1017972627516

Rosenfeld, P. R., Giacalone, R. A., & Riordan, C. A. 1995. Impression management in organizations: Theory, measurement, practice. New York: Routledge.

Schlenker, B. R. 1980. Impression management: The self-concept, social identity, and interpersonal relations. Monterey, CA: Brooks/Cole.

Schneider, D. J. 1981. Tactical self-presentations: Toward a broader conception. In J.T. Tedeschi (Ed.), Impression management theory and social psychological research.: 23-40. New York: Academic Press.

Shore, T. H., Bommer, W. H., & Shore, L. M. 2008. An integrative model of managerial perceptions of employee commitment: Antecedents and influences on employee treatment. Journal of Organizational Behavior, 29(5): 635. http://dx.doi.org/10.1002/job.516

Stevens, C. K., & Kristof-Brown, A. L. 1995. Making the right impression: A field study of applicant impression management during job interviews. Journal of Applied Psychology, 80(5): 587-606. http://dx.doi.org/10.1037/0021-9010.80.5.587

Tedeschi, J. T., & Melburg, V. 1984. Impression management and influence in the organization. In S. B. Bacharach & E. J. Lawler (Ed.), Research in the sociology of organizations, vol. 3: 31-58. Greenwich: JAI Pess Inc.

Turnley, W. H., & Bolino, M. C. 2001. Achieving desired images while avoiding undesired images: Exploring the role of self-monitoring in impression management. Journal of Applied Psychology, 86(2): 351-360. http://dx.doi.org/10.1037/0021-9010.86.2.351

Vivian Chen, C., Lee, H., & Yvonne Yeh, Y. 2008. The antecedent and consequence of person-organization fit: Ingratiation, similarity, hiring recommendations and job offer. International Journal of Selection and Assessment, 16(3): 210-219. http://dx.doi.org/10.1111/j.1468-2389.2008.00427.x

Wayne, S. J., & Ferris, G. R. 1990. Influence tactics, affect, and exchange quality in supervisor-subordinate interactions: A laboratory experiment and field study. Journal of Applied Psychology, 75(5): 487. http://dx.doi.org/10.1037/0021-9010.75.5.487

Wayne, S. J., & Kacmar, K. M. 1991. The effects of impression management on the performance appraisal process. Organizational Behavior and Human Decision Processes, 48(1): 70. http://dx.doi.org/10.1016/0749-5978(91)90006-F

Westphal, J. D., & Graebner, M. E. 2010. A matter of appearances: How corporate leaders manage the impressions of financial analysts about the conduct of their boards. Academy of Management Journal, 53(1): 15-43. http://dx.doi.org/10.5465/AMJ.2010.48036721