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David C. Gilmore, Cynthia Kay Stevens, Gloria Harrell-Cook & Gerald R. Ferris

In: The Employment Interview Handbook

Chapter 18: Impression Management Tactics

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Impression Management Tactics
Impression management tactics
David C.Gilmore
Cynthia KayStevens
Gerald R.Ferris

Interpersonal influence and impression management are fundamental processes of social behavior in organizations. In recent years, organizational scientists have gained considerable insight into the role played by social influence and impression management in key human resource decisions such as selection, performance evaluation, promotion, and compensation (Ferris & Judge, 1991). Our focus in this chapter is on the impact of impression management on one component of human resource selection decisions: the employment interview.

The employment interview is one of the most thoroughly researched topics in human resource management. However, systematic research has focused on social influence and impression management within the interview context only in recent years. The purposes of this chapter are to provide a critical analysis of ...

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