1,247
Views
27
CrossRef citations to date
0
Altmetric
Original Articles

Selling Oneself: Construct and Criterion-Related Validity of Impression Management in Structured Interviews

&
Pages 29-46 | Received 26 Nov 2009, Accepted 13 Jul 2010, Published online: 22 Jan 2011

REFERENCES

  • Anderson , N. R. 1991 . Decision making in the graduate selection interview: An experimental investigation . Human Relations , 44 : 403 – 417 .
  • Barrick , M. R. , Shaffer , J. A. and DeGrassi , S. W. 2009 . What you see may not be what you get: Relationships among self-presentation tactics and ratings of interview and job performance . Journal of Applied Psychology , 94 : 1394 – 1411 .
  • Bolino , M. C. and Turnley , W. H. 2003 . Counternormative impression management, likeability, and performance ratings: The use of intimidation in an organizational setting . Journal of Organizational Behavior , 24 : 237 – 250 .
  • Bolino , M. C. and Turnley , W. H. 2003 . More than one way to make an impression: Exploring profiles of impression management . Journal of Management , 29 : 141 – 160 .
  • Campion , M. A. , Palmer , D. K. and Campion , J. E. 1997 . A review of structure in the selection interview . Personnel Psychology , 50 : 655 – 702 .
  • Chen , Y. and Fang , W. 2008 . The moderating effect of impression management on the organizational politics-performance relationship . Journal of Business Ethics , 79 : 263 – 277 .
  • Conway , J. M. , Jako , R. A. and Goodman , D. F. 1995 . A meta-analysis of interrater and internal consistency reliability of selection interviews . Journal of Applied Psychology , 80 : 565 – 579 .
  • Conway , J. M. and Peneno , G. M. 1999 . Comparing structured interview question types: Construct validity and applicant reactions . Journal of Business and Psychology , 13 : 485 – 506 .
  • Cronbach , L. J. 1960 . Essentials of psychological testing. Oxford, , England : Harper. .
  • DuBois , C. L. Z. , Sackett , P. R. , Zedeck , S. and Fogli , L. 1993 . Further exploration of typical and maximum performance criteria: Definitional issues, prediction, and white-black differences . Journal of Applied Psychology , 78 : 205 – 211 .
  • Ellis , A. P. J. , West , B. J. , Ryan , A. M. and DeShon , R. P. 2002 . The use of impression management tactics in structured interviews: A function of question type . Journal of Applied Psychology , 87 : 1200 – 1208 .
  • Ferris , G. R. and Judge , T. A. 1991 . Personnel/human resources management: A political influence perspective . Journal of Management , 17 : 447 – 488 .
  • Guion , R. M. 1991 . “ Personnel assessment, selection, and placement. ” . In Handbook of industrial and organizational psychology. Edited by: Dunnette , M. D. and Hough , L. M. Vol. 2 , 327 – 339 . Palo Alto, CA : Consulting Psychologists Press. .
  • Harris , K. , Kacmar , K. M. , Zivnuska , S. and Shaw , J. D. 2007 . The impact of political skill on impression management effectiveness . Journal of Applied Psychology , 92 : 278 – 285 .
  • Huffcutt , A. I. and Arthur , W. Jr. 1994 . Hunter and Hunter (1984) revisited: Interview validity for entry-level jobs . Journal of Applied Psychology , 79 : 184 – 190 .
  • Huffcutt , A. I. , Conway , J. M. , Roth , P. L. and Klehe , U.-C. 2004 . Evaluation and comparison of the situational and behavior description interview formats . International Journal of Selection and Assessment , 12 : 262 – 273 .
  • Huffcutt , A. I. , Conway , J. M. , Roth , P. L. and Stone , N. J. 2001 . Identification and meta-analytic assessment of psychological constructs measured in employment interviews . Journal of Applied Psychology , 86 : 897 – 913 .
  • Janz , T. 1989 . “ The patterned behavior description interview: The best prophet of the future is the past. ” . In The employment interview: Theory, research, and practice. Edited by: Eder , R. W. and Ferris , G. R. 158 – 168 . Thousand Oaks, CA : Sage. .
  • Klehe , U.-C. and Anderson , N. 2005 . “ The prediction of typical and maximum performance. ” . In Handbook of Personnel Selection. Edited by: Evers , A. , Smit-Voskuijl , O. and Anderson , N. 331 – 353 . Oxford, , UK : Blackwell. .
  • Klehe , U.-C. and Anderson , N. 2007 . Working hard and working smart: Motivation and ability during typical and maximum performance . Journal of Applied Psychology , 92 : 978 – 992 .
  • Klehe , U.-C. , König , C. J. , Richter , G. M. , Kleinmann , M. and Melchers , K. G. 2008 . Transparency in structured interviews: Consequences for construct and criterion related validity . Human Performance , 21 : 107 – 137 .
  • Klehe , U.-C. and Latham , G. 2006 . What would you do—really or ideally? Constructs underlying the behavior description interview and the situational interview in predicting typical versus maximum performance . Human Performance , 19 : 357 – 382 .
  • Kleinmann , M. 1993 . Are rating dimensions in assessment centers transparent for participants? Consequences for criterion and construct validity . Journal of Applied Psychology , 78 : 988 – 993 .
  • Kleinmann , M. , Kuptsch , C. and Köller , O. 1996 . Transparency: A necessary requirement for the construct validity of assessment centres . Applied Psychology: An International Review , 45 : 67 – 84 .
  • Latham , G. P. , Saari , L. M. , Pursell , E. D. and Campion , M. A. 1980 . The situational interview . Journal of Applied Psychology , 65 : 422 – 427 .
  • Latham , G. P. and Skarlicki , D. P. 1995 . Criterion-related validity of the situational and patterned behavior description interviews with organizational citizenship behavior . Human Performance , 8 : 67 – 80 .
  • Lievens , F. 2001 . Assessor training strategies and their effects on accuracy, interrater reliability, and discriminant validity . Journal of Applied Psychology , 86 : 255 – 264 .
  • Marcus , B. , Goffin , R. D. , Johnston , N. G. and Rothstein , M. G. 2007 . Personality and cognitive ability as predictors of typical and maximum managerial performance . Human Performance , 20 : 275 – 285 .
  • McDaniel , M. A. , Whetzel , D. L. , Schmidt , F. L. and Maurer , S. D. 1994 . The validity of employment interviews: A comprehensive review and meta-analysis . Journal of Applied Psychology , 79 : 599 – 616 .
  • McFarland , L. A. , Ryan , A. M. and Kriska , S. D. 2002 . Field study investigation of applicant use of influence tactics in a selection interview . Journal of Psychology: Interdisciplinary and Applied , 136 : 383 – 398 .
  • Melchers , K. G. , Klehe , U.-C. , Richter , G. M. , Kleinmann , M. , König , C. J. and Lievens , F. 2009 . “I know what you want to know”: The impact of interviewees' ability to identify criteria on interview performance and construct-related validity . Human Performance , 22 : 355 – 374 .
  • Melchers , K. G. , Kleinmann , M. , Richter , G. M. , König , C. J. and Klehe , U.-C. 2004 . Messen Einstellungsinterviews das, was sie messen sollen? Zur Bedeutung der Bewerberkognitionen über bewertetes Verhalten [Do selection interviews measure what they intend to measure? The impact of applicants' cognitions about evaluated behavior] . Zeitschrift für Personalpsychologie , 3 : 159 – 169 .
  • Murphy , K. R. 2008 . Explaining the weak relationship between job performance and ratings of job performance . Industrial and Organizational Psychology. Perspectives on Science and Practice , 1 : 148 – 160 .
  • Nguyen , N. T. , Seers , A. and Hartman , N. S. 2008 . Putting a good face on impression management: Team citizenship and team satisfaction . Journal of Behavioral and Applied Management , 9 : 148 – 168 .
  • Orne , M. T. 1962 . On the social psychology of the psychological experiment: With particular reference to demand characteristics and their implications . American Psychologist , 17 : 776 – 783 .
  • Peeters , H. and Lievens , F. 2006 . Verbal and nonverbal impression management tactics in behavior description and situational interviews . International Journal of Selection and Assessment , 14 : 206 – 222 .
  • Posthuma , R. A. , Morgeson , F. P. and Campion , M. A. 2002 . Beyond employment interview validity: A comprehensive narrative review of recent research and trends over time . Personnel Psychology , 55 : 1 – 81 .
  • Sackett , P. R. 2007 . Revisiting the origins of the typical-maximum performance distinction . Human Performance , 20 : 179 – 185 .
  • Sackett , P. R. , Zedeck , S. and Fogli , L. 1988 . Relations between measures of typical and maximum job performance . Journal of Applied Psychology , 73 : 482 – 486 .
  • Schlenker , B. R. 1980 . Impression management: The self-concept, social identity, and interpersonal relations. Monterey, CA : Brooks/Cole. .
  • Schuler , H. and Funke , U. 1989 . “ The interview as a multimodal procedure. ” . In The employment interview: Theory, research, and practice. Edited by: Eder , R. W. and Ferris , G. R. 183 – 192 . Thousand Oaks, CA : Sage. .
  • Smith-Jentsch , K. A. and Wiese , C. Making targeted dimensions transparent: impacts on construct and predictive validity . Paper presented at the 24th Society of Industrial and Organizational Psychology . New Orleans, LA. April .
  • Stevens , C. K. and Kristof , A. L. 1995 . Making the right impression: A field study of applicant impression management during job interviews . Journal of Applied Psychology , 80 : 587 – 606 .
  • Tedeschi , J. T. and Norman , N. 1985 . “ Social power, self-presentation, and the self. ” . In The self and social life. Edited by: Schlenker , B. 293 – 322 . New York : McGraw-Hill. .
  • Van Iddekinge , C. H. , McFarland , L. A. and Raymark , P. H. 2007 . Antecedents of impression management use and effectiveness in a structured interview . Journal of Management , 33 : 752 – 773 .
  • Van Iddekinge , C. H. , Raymark , P. H. , Eidson , C. E. Jr. and Attenweiler , W. J. 2004 . What do structured selection interviews really measure? The construct validity of behavior description interviews . Human Performance , 17 : 71 – 93 .
  • Weiss , B. and Feldman , R. S. 2006 . Looking good and lying to do it: Deception as an impression management strategy in job interviews . Journal of Applied Social Psychology , 36 : 1070 – 1086 .
  • Wiesner , W. H. and Cronshaw , S. F. 1988 . A meta-analytic investigation of the impact of interview format and degree of structure on the validity of the employment interview . Journal of Occupational Psychology , 61 : 275 – 290 .
  • Williams , E. J. 1959 . The comparison of regression variables . Journal of the Royal Statistical Society , 21 : 396 – 399 .
  • Zivnuska , S. , Kacmar , K. M. , Witt , L. A. , Carlson , D. S. and Bratton , V. K. 2004 . Interactive effects of impression management and organizational politics on job performance . Journal of Organizational Behavior , 25 : 627 – 640 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.