Open AccessLiar, Liar, Pants on Fire: How Verbal Deception Cues Signal Deceptive Versus Honest Impression Management and Influence Interview Ratings
Author(s) -
Lenke Roth,
UteChristine Klehe,
Gloria Willhardt
Publication year - 2021
Publication title -
personnel assessment and decisions
Language(s) - English
Resource type - Journals
ISSN - 2377-8822
DOI - 10.25035/pad.2021.01.007
Subject(s) - deception , interview , psychology , impression management , social psychology , nonverbal communication , impression formation , lie detection , social perception , developmental psychology , perception , neuroscience , political science , law
Impression management (IM), especially deceptive IM (faking), is a cause for concern in selection interviews. The current study combines findings on lie detection with signaling theory to address how candidates’ deceptive versus honest IM shows in verbal deception cues, which then relate to interview ratings of candidates’ interview performance. After completing a structured interview rated by two trained interviewers, 182 candidates reported their deceptive and honest IM. Verbal deception cues (plausibility, verbal uncertainty) were coded from video recordings. Results supported the hypotheses: Deceptive IM directly raised interviewer ratings (intended positive signal) but lowered the responses’ plausibility and enhanced verbal uncertainties (unintended negative signals). Honest IM raised responses’ plausibility. Plausibility related positively to interviewer ratings (receiver reaction), thus accounting for a negative indirect effect of deceptive IM and a positive indirect effect of honest IM on interviewer ratings. This study contributes to theory and practice regarding faking detection in employment interviews.