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Ingratiation and Self‐Promotion in the Selection Interview: The Effects of Using Single Tactics or a Combination of Tactics on Interviewer Judgments
Author(s) -
Proost Karin,
Schreurs Bert,
De Witte Karel,
Derous Eva
Publication year - 2010
Publication title -
journal of applied social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.822
H-Index - 111
eISSN - 1559-1816
pISSN - 0021-9029
DOI - 10.1111/j.1559-1816.2010.00654.x
Subject(s) - interview , psychology , impression management , social psychology , promotion (chess) , selection (genetic algorithm) , applied psychology , computer science , sociology , artificial intelligence , politics , anthropology , political science , law
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.