Revisiting the relationship between impression management and job performance

Dan Ispas, Dragos Iliescu, Alexandra Ilie, Coralia Sulea, Kevin Askew, Josh T. Rohlfs, Kelly Whalen

Research output: Contribution to journalArticle

1 Citation (Scopus)

Abstract

Although theoretical arguments suggest that impression management should be related to job performance, empirical results have been unsupportive of the association. We argue that this relationship, however, may be found for specific jobs (sales) using a specific objective criterion (sales revenue). We tested this hypothesis across two samples. The first sample utilized a concurrent design and found a significant association between impression management and objective job performance. Furthermore, impression management demonstrated incremental validity over conscientiousness. In the second sample, using a different impression management scale and a predictive design we found that impression management was related to sales revenue, and showed incremental validity over cognitive ability. Implications for research and practice are discussed.

Original languageEnglish
Pages (from-to)47-53
Number of pages7
JournalJournal of Research in Personality
Volume51
DOIs
StatePublished - 1 Jan 2014

Fingerprint

Research
Work Performance

Keywords

  • Impression management
  • Objective job performance
  • Personnel selection
  • Sales

Cite this

Ispas, Dan ; Iliescu, Dragos ; Ilie, Alexandra ; Sulea, Coralia ; Askew, Kevin ; Rohlfs, Josh T. ; Whalen, Kelly. / Revisiting the relationship between impression management and job performance. In: Journal of Research in Personality. 2014 ; Vol. 51. pp. 47-53.
@article{72503dcd5e0d44c0a43052a22009c6b0,
title = "Revisiting the relationship between impression management and job performance",
abstract = "Although theoretical arguments suggest that impression management should be related to job performance, empirical results have been unsupportive of the association. We argue that this relationship, however, may be found for specific jobs (sales) using a specific objective criterion (sales revenue). We tested this hypothesis across two samples. The first sample utilized a concurrent design and found a significant association between impression management and objective job performance. Furthermore, impression management demonstrated incremental validity over conscientiousness. In the second sample, using a different impression management scale and a predictive design we found that impression management was related to sales revenue, and showed incremental validity over cognitive ability. Implications for research and practice are discussed.",
keywords = "Impression management, Objective job performance, Personnel selection, Sales",
author = "Dan Ispas and Dragos Iliescu and Alexandra Ilie and Coralia Sulea and Kevin Askew and Rohlfs, {Josh T.} and Kelly Whalen",
year = "2014",
month = "1",
day = "1",
doi = "10.1016/j.jrp.2014.04.010",
language = "English",
volume = "51",
pages = "47--53",
journal = "Journal of Research in Personality",
issn = "0092-6566",
publisher = "Academic Press Inc.",

}

Revisiting the relationship between impression management and job performance. / Ispas, Dan; Iliescu, Dragos; Ilie, Alexandra; Sulea, Coralia; Askew, Kevin; Rohlfs, Josh T.; Whalen, Kelly.

In: Journal of Research in Personality, Vol. 51, 01.01.2014, p. 47-53.

Research output: Contribution to journalArticle

TY - JOUR

T1 - Revisiting the relationship between impression management and job performance

AU - Ispas, Dan

AU - Iliescu, Dragos

AU - Ilie, Alexandra

AU - Sulea, Coralia

AU - Askew, Kevin

AU - Rohlfs, Josh T.

AU - Whalen, Kelly

PY - 2014/1/1

Y1 - 2014/1/1

N2 - Although theoretical arguments suggest that impression management should be related to job performance, empirical results have been unsupportive of the association. We argue that this relationship, however, may be found for specific jobs (sales) using a specific objective criterion (sales revenue). We tested this hypothesis across two samples. The first sample utilized a concurrent design and found a significant association between impression management and objective job performance. Furthermore, impression management demonstrated incremental validity over conscientiousness. In the second sample, using a different impression management scale and a predictive design we found that impression management was related to sales revenue, and showed incremental validity over cognitive ability. Implications for research and practice are discussed.

AB - Although theoretical arguments suggest that impression management should be related to job performance, empirical results have been unsupportive of the association. We argue that this relationship, however, may be found for specific jobs (sales) using a specific objective criterion (sales revenue). We tested this hypothesis across two samples. The first sample utilized a concurrent design and found a significant association between impression management and objective job performance. Furthermore, impression management demonstrated incremental validity over conscientiousness. In the second sample, using a different impression management scale and a predictive design we found that impression management was related to sales revenue, and showed incremental validity over cognitive ability. Implications for research and practice are discussed.

KW - Impression management

KW - Objective job performance

KW - Personnel selection

KW - Sales

UR - http://www.scopus.com/inward/record.url?scp=84900817674&partnerID=8YFLogxK

U2 - 10.1016/j.jrp.2014.04.010

DO - 10.1016/j.jrp.2014.04.010

M3 - Article

AN - SCOPUS:84900817674

VL - 51

SP - 47

EP - 53

JO - Journal of Research in Personality

JF - Journal of Research in Personality

SN - 0092-6566

ER -