Ingratiation and Self-Promotion in the Selection Interview: The Effects of Using Single Tactics or a Combination of Tactics on Interviewer Judgments

被引：45

作者：

Proost, Karin ^{[1
,2
]}

Schreurs, Bert ^{[1
]}

De Witte, Karel ^{[3
]}

Derous, Eva ^{[4
]}

机构：

[1] Hogesch Univ Brussel, B-1000 Brussels, Belgium

[2] Open Univ Netherlands, Heerlen, Netherlands

[3] Univ Louvain, Louvain, Belgium

[4] Univ Ghent, B-9000 Ghent, Belgium

来源：

JOURNAL OF APPLIED SOCIAL PSYCHOLOGY | 2010年 / 40卷 / 09期

关键词：

IMPRESSION MANAGEMENT TACTICS; EMPLOYMENT INTERVIEW; HIRING RECOMMENDATIONS; RECRUITER PERCEPTIONS; JOB INTERVIEWS; DECISIONS; FIT; CONSEQUENCES; APPLICANTS; SIMILARITY;

D O I：

10.1111/j.1559-1816.2010.00654.x

中图分类号：

B84 [心理学];

学科分类号：

04 ; 0402 ;

摘要：

This paper investigates the relative effectiveness of the use of 2 impression-management tactics-ingratiation and self-promotion-on interviewers' evaluations of an applicant in a laboratory setting. It was suggested that the use of a single tactic would be better than the use of no tactic; that the use of self-promotion would be more successful than the use of ingratiation; and, finally, that the use of a combination of tactics would lead to the best evaluations. Results were largely in line with our hypotheses. Interviewer ratings and action recommendations were more positive in the combination condition, followed by the self-promotion condition, the ingratiation condition, and the neutral condition. Theoretical and practical implications are discussed.

引用

页码：2155 / 2169

页数：15

共 34 条

[31] RELATIONAL CONTROL IN THE EMPLOYMENT INTERVIEW [J].