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

2 Scopus citations

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

Keywords

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

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