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When does Impression Management Work: The Influence of Temporal Distance On Interviewer Evaluations

Author

Listed:
  • Proost, Karin

    (Hogeschool-Universiteit Brussel (HUB), Belgium)

  • Germeys, Filip

    (Hogeschool-Universiteit Brussel (HUB), Belgium)

  • Schreurs, Bert

    (Maastricht University School of Business and Economics Department of Organization and Strategy, Maastricht, The Netherlands)

Abstract

In two experiments, it was shown that the effectiveness of different tactics of self-promotion in personnel selection is affected by temporal distance. In Experiment 1, the use of a direct form of self-promotion was more successful when applying for immediate entry whereas an indirect form of self-promotion was more successful when applying for a job in the long term. In Experiment 2, promoting oneself in concrete terms (situation-specific behaviors) was more successful when applying for immediate entry while promoting oneself in abstract terms (traits) was more successful when applying for a job in the distant future.

Suggested Citation

  • Proost, Karin & Germeys, Filip & Schreurs, Bert, 2011. "When does Impression Management Work: The Influence of Temporal Distance On Interviewer Evaluations," Working Papers 2011/30, Hogeschool-Universiteit Brussel, Faculteit Economie en Management.
    • Handle: RePEc:hub:wpecon:201130
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