Impressions of Competency : Tactics and a Conceptual Model

• Autorzy: Julita Haber , Robyn Brouer
• Języki publikacji: EN

Abstrakty

EN

Purpose: The study introduces a research stream of impressions of competency (IC) within the impression management field. The need for more understanding and research on IC within the field stems from the rising levels of information processing and competency expectations at work. This shift towards knowledge-intensive processes within organizations creates an environment in which the need to be perceived as competent has become even more relevant. As a result, employees may rely on IC tactics, if the expectation is that they appear as knowledgeable, skilled, and intelligent (i.e., competent).

Methodology: The paper first includes a new typology of IC tactics that comprises impression management strategies used by individuals specifically to attain an enhanced image of competence in the workplace. Second, it provides a conceptual model and offers propositions with regards to the antecedents, effectiveness, and outcomes of IC tactics for consideration in future research.

Conclusions: The research suggests that higher social norms of displaying competency in the workplace will contribute to higher IC tactic use especially by individuals keen on self-monitoring. Furthermore, politically skilled individuals are more effective with IC tactics, which results in more desirable evaluations of performance.

Research limitations: This is a theoretical and conceptual study. It formulates propositions for further empirical research studies.

Originality: This paper introduces IC within the impression management field by identifying IC tactics and developing a conceptual model for the examination of their effectiveness in the workplace. (original abstract)

Słowa kluczowe

EN

Business environment; Competences; Competence model

PL

Otoczenie biznesu; Kompetencje; Model kompetencji

• Czasopismo: Journal of Management and Business Administration. Central Europe
• Rocznik: 2017
• Tom: 25
• Numer: nr 4
• Strony: 28--54

Twórcy

autor

Julita Haber

• Gabelli School of Business, USA

autor

Robyn Brouer

• Canisius College, USA

Bibliografia

• Adkins, C.L., Russell, C.J. and Werbel, J.D. (1994). Judgments of fit in the selection process: The role of work value congruence. Personnel Psychology, 47(30): 605-623, https://doi.org/10.1111/j.1744-6570.1994.tb01740.x
• Andrews, M.C. and Kacmar, M.K. (2001). Impression management by association: Construction and validation of a scale. Journal of Vocational Behavior, 58: 142-161, https://doi.org/10.1006/jvbe.2000.1756
• Arup, V., Toh, M.S. and Pichler, S. (2006). Ingratiation in job applications: impact on selection decisions. Journal of Managerial Psychology, 21: 200-210, https://doi.org/10.1108/02683940610659551
• Baczyńska, A. (2015). Analytical, practical and emotional intelligence and line manager competencies. Journal of Management and Business Administration. Central Europe, 23(4): 34-54, https://doi.org/10.7206/mba.ce.2084-3356.156
• Barbuto, J.E. and Moss, J.A. (2006). Dispositional effects in intra-organizational influence tactics: A meta-analytic review. Journal of Leadership & Organizational Studies, 12(3): 30-52, https://doi.org/10.1177/107179190601200303
• Barrick, M.R., Shaffer, J.A. and DeGrassi, S.W. (2009). What you see may not be what you get: Relationships among self-presentation tactics and ratings of interview and job performance. Journal of Applied Psychology, 94(6): 1394-1411, https://doi.org/10.1037/a0016532
• Baumeister, R.F. and Leary, M.R. (1995). The need to belong: Desire for interpersonal attachments as a fundamental human motivation. Psychological Bulletin, 117: 497-529, https://doi.org/10.1037/0033-2909.117.3.497
• Beehr, T.A. (1995). Psychological stress in the workplace. London, UK: Routledge.
• Blancero, D., Boroski, J. and Dyer, L. (1996). Key competencies for a transformed human resource organization: Results of a field study. Human Resources Management, 35: 383-403, https://doi.org/10.1002/(SICI)1099-050X(199623)35:3<383::AID-HRM6>3.0.CO;2-T
• Bolino, M.C., Kacmar, M.K., Turnley, W.H. and Gilstrap, J.B. (2008). A multi-level review of impression management motives and behaviors. Journal of Management, 34: 1081-1109, https://doi.org/10.1177/0149206308324325
• Bolino, M.C., Klotz, A.C. and Daniels, D. (2014). The impact of impression management over time. Journal of Managerial Psychology, 29(3): 266-284, https://doi.org/10.1108/JMP-10-2012-0290
• Bolino M.C., Long D. and Turnley, W.H. (2016). Impression management in organizations: Critical questions, answers, and areas for future research. Annual Review of Organizational Psychology and Organizational Behavior, 3: 377-406, https://doi.org/10.1146/annurev-orgpsych-041015-062337
• Bolino, M.C. and Turnley, W.H. (1999). Measuring impression management in organizations: A scale development based on the Jones and Pittman taxonomy. Organizational Research Methods, 2: 187-206, https://doi.org/10.1177/109442819922005
• Bolino, M.C. and Turnley, W.H. (2003a). Counternormative impression management, likeability, and performance ratings: The use of intimidation in an organizational setting. Journal of Organizational Behavior, 24(2): 237-250, https://doi.org/10.1002/job.185
• Bolino, M.C. and Turnley, W.H. (2003b). More than one way to make an impression: Exploring profiles of impression management. Journal of Management, 29: 141-160, https://doi.org/10.1177/014920630302900202
• Bolino, M.C., Varela, J.A., Bande, B. and Turnley, W.H. (2006). The impact of impression-management tactics on supervisor ratings of organizational citizenship behavior. Journal of Organizational Behavior, 27(3): 281-297, https://doi.org/10.1002/job.379
• Bozeman, D.P. and Kacmar, K.M. (1997). A cybernetic model of impression management processes in organizations. Organizational Behavior and Human Decision Processes, 69: 9-30, https://doi.org/10.1006/obhd.1996.2669
• Brouer, R.L. (2005). The role of member political skill and the development of leader-member exchange. Paper presented at the Southern Management Association, Charleston, South Carolina.
• Brouer, R.L. (2007). The role of political skill in the leadership process-work outcomes relationships. Doctoral dissertation, The Florida State University. ProQuest Digital Dissertations Database, Publication No. AAT 3282577.
• Brouer, R.L., Badaway, R.L., Gallagher, V.C. and Haber, J.A. (2015). Political skill dimensionality and impression management choice and effective use. Journal of Business and Psychology, 30(2), 217-233, https://doi.org/10.1007/s10869-014-9344-y
• Byrne, D. (1971). The attraction paradigm. New York: Academic Press.
• Carey, J.M. and Nahavandi, A. (1996). Using impression management to establish successful service-level agreements. In: J.W. Bear (ed.), Impression management and information technology (pp. 51-64). Westport, Connecticut: Quorum Books.
• Cheng, M., Dainty, A.R.J. and Moore, D.R. (2005). Towards a multidimensional competency-based managerial performance framework. Journal of Managerial Psychology, 20(5): 380-396, https://doi.org/10.1108/02683940510602941
• Cialdini, R.B. and De Nicholas, M.E. (1989). Self-presentation by association. Journal of Personality and Social Psychology, 57: 626-631, https://doi.org/10.1037/0022-3514.57.4.626
• Cooke, R.A. and Rousseau, D.M. (1988). Behavioral norms and expectations: A quantitative approach to the assessment of organizational culture. Group and Organization Studies, 13: 245-273, https://doi.org/10.1177/105960118801300302
• Crant, J.M. and Bateman, T.S. (1993). Assignment of credit and blame for performance outcomes. Academy of Management Journal, 36: 7-27, https://doi.org/10.2307/256510
• Deci, E.L. and Ryan, R.M. (1987). The support of autonomy and the control of behavior. Journal of Personality and Social Psychology, 53: 1024-1037, https://doi.org/10.1037/0022-3514.53.6.1024
• DePaulo, B.M. (1992). Nonverbal behavior and self-presentation. Psychological Bulletin, 111(2): 203-243, https://doi.org/10.1037/0033-2909.111.2.203
• Ey, P. (2006). A Track-by-level approach to performance competency modeling. Doctoral dissertation, Touro University International. ProQuest Digital Dissertations Database, Publication No. ATT 3220531.
• Festinger, L. (1954). A theory of social comparison processes, Human Relations, 7: 117-140, https://doi.org/10.1177/001872675400700202
• Ferris, G.R. and Judge, T.A. (1991). Personnel/human resources management: A political influence perspective. Journal of Management, 17: 447-488.
• Ferris, G.R., Russ, G.S. and Fandt, P.M. (1989). Politics in organizations. In: R.A. Giacalone and P. Rosenfeld (eds.), Impression Management in the Organizations (pp. 143-170). Hillsdale, NJ: Erlbaum.
• Ferris, G.R., Treadway, D.C., Kolodinsky, R.W., Hochwarter, W.A., Kacmar, C.J., Douglas, C. et al. (2005). Development and validation of the political skill inventory. Journal of Management, 31: 126-152, https://doi.org/10.1177/0149206304271386
• Ferris, G.R., Treadway, D.C., Perrewe, P.L., Brouer, R.L., Douglas, C. and Lux, S. (2007). Political skill in organizations. Journal of Management, 33: 290-320, https://doi.org/10.1177/0149206307300813
• Foschi, M. (2000). Double standards for competence: Theory and research. Annual Review of Sociology, 26: 21-43, https://doi.org/10.1146/annurev.soc.26.1.21
• Giacalone, R.A. and Rosenfeld, P. (1986). Self-presentation and self-promotion in an organizational setting. Journal of Social Psychology, 126: 321-326, https://doi.org/10.1080/00224545.1986.9713592
• Goffman, E. (1959). The presentation of self in everyday life. Garden City, NY: Doubleday Anchor.
• Ham, J. and Vonk, R. (2011). Impressions of impression management: Evidence of spontaneous suspicion of ulterior motivation. Journal of Experimental Social Psychology, 47(2): 466-471, https://doi.org/10.1016/j.jesp.2010.12.008
• Harris, K.J., Kacmar, K.M., Zivnuska, S. and Shaw, J.D. (2007). The impact of political skill on impression management effectiveness. Journal of Applied Psychology, 92: 278-285, https://doi.org/10.1037/0021-9010.92.1.278
• Hewlin, P.F. (2003). And the award for best actor goes to...: Facades of conformity in organizational settings. Academy of Management Review, 28: 633-642.
• Higgins, C.A. and Judge, T.A. (2004). The effect of applicant influence tactics on recruiter perceptions of fit and hiring recommendations: A field study. Journal of Applied Psychology, 89: 622-632, https://doi.org/10.1037/0021-9010.89.4.622
• Hobfoll, S.E. (1989). Conservation of resources: A new attempt at conceptualizing stress. The American Psychologist, 44: 513-524, https://doi.org/10.1037/0003-066X.44.3.513
• Jackson, L.A., Hunter, J.E. and Hodge, C.N. (1995). Physical attractiveness and intellectual competence: A meta-analytic review. Social Psychology Quarterly, 58: 108-122, https://doi.org/10.2307/2787149
• James, L.R., James, L.A. and Ashe, D.K. (1990). The meaning of organizations: The role of cognition and values. In: B. Schneider (ed.), Organizational culture and climate (pp. 40-84). San Francisco: Jossey-Bass.
• Jamieson, A.M. (2004). The social construction of competence and 'incompetence': Problematics of hospital nursing work in the era of restructuring. Doctoral dissertation, University of British Columbia, Canada. ProQuest Digital Dissertations Database, Publication No. AAT NQ90201.
• Jasso, G. and Opp, K.D. (1997). Probing the character of norms: A factorial survey analysis of the norms of political action. American Sociological Review, 62: 947-964, https://doi.org/10.2307/2657349
• Jones, E.E. (1990). Interpersonal perception. New York: W.H. Freeman.
• Jones, E.E. and Pittman, T.S. (1982). Toward a general theory of strategic self-presentation. In: J. Suls (ed.), Psychological perspective on the self (pp. 231-261). Hillsdale, NJ: Erlbaum.
• Kacmar, K.M., Carlson, D.S. and Bratton, V.K. (2004). Situational and dispositional factors as antecedents of ingratiatory behaviors in organizational settings. Journal of Vocational Behavior, 65: 309-331.
• Kacmar, K.M., Harris, K.J. and Nagy, B.G. (2007). Further validation of the Bolino and Turnley Impression Management Scale. Journal of Applied Behavioral Management, 9: 16-32, https://doi.org/10.1016/j.jvb.2003.09.002
• Kozierkiewicz, B. (2016). Work-related identity of clinical research sector employees in Poland against professional transformation of the industry. Journal of Management and Business Administration. Central Europe, 24(3): 62-90.
• Leary, M.R. (1995). Self-presentation: Impression management and interpersonal behavior. Madison, WI: Brown & Benchmark, https://doi.org/10.1037/0033-2909.107.1.34
• Leary, M.R. and Kowalski, R.M. (1990). Impression management: A literature review and two component model. Psychological Bulletin, 107: 34-47.
• Lee, F. (2002). Social costs of seeking help. Journal of Applied Behavioral Science, 38: 17-35, https://doi.org/10.1177/0021886302381002
• Levy, D.A., Collins, E.E. and Nail, P.R. (1998). A new model of interpersonal influence characteristics. Journal of Social Behavior and Personality, 13: 715-735.
• Lewis, M.A. and Neighbors, C. (2005). Self-determination and the use of self-presentational strategies. Journal of Social Psychology, 145: 469-489, https://doi.org/10.3200/SOCP.145.4.469-490
• Liden, R.C. and Mitchell, T.R. (1989). Ingratiatory behaviors in organizational settings. Academy of Management Review, 13: 572-587.
• Makary, M.A. and Daniel, M. (2016). Medical error - the third leading cause of death in the US. British Medical Journal, 353, https://doi.org/10.1136/bmj.i2139
• Manski, C.F. and Neri, C. (2013). First- and second-order subjective expectations in strategic decision-making: Experimental evidence. Games and Economic Behavior, 81: 232-254, https://doi.org/10.1016/j.geb.2013.06.001
• Maurer, T. (2001). Career-relevant learning and development, worker age and beliefs about self-efficacy for development. Journal of Management, 27: 123-140, https://doi.org/10.1177/014920630102700201
• Mayes, B.T. and Ganster, D.C. (1988). Exit and voice: A test of hypotheses based on fight/flight responses to job stress. Journal of Organizational Behavior, 9: 199-216, https://doi.org/10.1002/job.4030090302
• McClelland, D.C. (1973). Testing for competence rather than "intelligence". American Psychologist, 28: 1-14, https://doi.org/10.1037/h0034092
• McFarland, L.A., Yun, G., Harold, C.M., Viera, L., Jr. and Moore, L.G. (2005). An examination of impression management use and effectiveness across assessment center exercises: The role of competency demands. Personnel Psychology, 58: 949-980, https://doi.org/10.1111/j.1744-6570.2005.00374.x
• McLagan, P. (1997). Competencies: The next generation. Training & Development, 51(5): 40-47.
• Moore, F.R., Filippou, D. and Perrett, D. (2011). Intelligence and attractiveness in the face: Beyond the attractiveness halo effect. Journal of Evolutionary Psychology, 9(3): 205-217, https://doi.org/10.1556/JEP.9.2011.3.2
• Nisbett, R.E. and Wilson, T.D. (1977). The halo effect: Evidence for unconscious alteration of judgments. Journal of Personality and Social Psychology, 35(4), 250-256, https://doi.org/10.1037/0022-3514.35.4.250
• Payne, R.L. (2000). Climate and culture. In: N.M. Ashkanasy, C. Wilderom and M.F. Peterson (eds.), Handbook of organizational culture and climate (pp. 163-176). Thousand Oaks, CA: Sage.
• Peeters, H. and Lievens, F. (2006). Verbal and nonverbal impression management tactics in behavior description and situational interviews. International Journal of Selection and Assessment, 14: 206-222, https://doi.org/10.1111/j.1468-2389.2006.00348.x
• Pfeffer, J., Fong, C.T., Cialdini, R.B. and Portnoy, R.R. (2006). Overcoming the self-promotion dilemma: Interpersonal attraction and extra help as a consequence of who signs one's praises. Personality and Social Psychology Bulletin, 32: 1362-1375, https://doi.org/10.1177/0146167206290337
• Powell, W.W. and Snellman, K. (2004). The knowledge economy. Annual Review of Sociology, 30: 122-220, https://doi.org/10.1146/annurev.soc.29.010202.100037
• Reichers, A.E. and Schneider, B. (1990). Climate and culture: An evolution of constructs. In: B. Schneider (ed.), Organizational culture and climate (pp. 5-39). San Francisco: Jossey-Bass.
• Roach, J.O. (2000). Management blamed over consultant's malpractice. British Medical Journal, 20: 1557, https://doi.org/10.1136/bmj.320.7249.1557
• Rosenfeld, P., Giacalone, R.A. and Riordan, C.A. (1995). Impression management in organizations: Theory, measurement practice. London: Routledge.
• Rosenberg, J. and Egbert, N. (2011). Online impression management: Personality traits and concerns for secondary goals as predictors of self-presentation tactics on Facebook. Journal of Computer-Mediated Communication, 17(1): 1-18, https://doi.org/10.1111/j.1083-6101.2011.01560.x
• Rousseau, D.M. (1990). Assessing organizational culture. In: B. Schneider (ed.), Organizational culture and climate (pp. 153-192). San Francisco: Jossey-Bass.
• Rudman, L.A. (1998). Self-promotion as a risk factor for women: The costs and benefits of counterstereotypical impression management. Journal of Personality and Social Psychology, 74(3), 629-645, https://doi.org/10.1037/0022-3514.74.3.629
• Schlenker, B.R. (1980). Impression management: The self-concept, social identity, and interpersonal relations. Monterery, CA: Brooks/Cole.
• Schimel, J., Pyszczynski, T., Greenberg, J., O'Mahen, H. and Arndt, J. (2000). Running from the shadow: Psychological distancing from others to deny characteristics people fear in themselves. Journal of Personality and Social Psychology, 78: 446-462, https://doi.org/10.1037/0022-3514.78.3.446
• Snyder, M. (1974). The self-monitoring of expressive behavior. Journal of Personality and Social Psychology, 30: 526-537, https://doi.org/10.1037/h0037039
• Snyder, M. and Gagnestad, S.W. (1982). Choosing social situations: two investigations of self-monitoring processes. Journal of Personality and Social Psychology, 43: 123-135, https://doi.org/10.1037/0022-3514.43.1.123
• Snyder, M. and Gagnestad, S.W. (1986). On the nature of self-monitoring: Matters of assessment, matters of validity. Journal of Personality and Social Psychology, 51: 125-139, https://doi.org/10.1037/0022-3514.51.1.125
• Stevens, M.J. and Campion, M.A. (1994). The knowledge, skill, and ability requirements for teamwork: Implications for human resource management. Journal of Management, 20(2): 503-530, https://doi.org/10.1177/014920639402000210
• Tedeschi, J.T. (2013). Impression management theory and social psychological research. New York: Academic, https://doi.org/10.1111/j.1467-6494.1990.tb00237.x
• Tice, D.M. and Baumeister, R.F. (1990). Self-esteem, self-handicapping and self-presentation: The strategy of inadequate practice. Journal of Personality, 58: 443-464.
• Troyer, L. and Younts, C.W. (1997). Whose expectations matter? The relative power of first- and second-order expectations in determining social influence. American Journal of Sociology, 103: 692-732, https://doi.org/10.1086/231253
• Tsai, W.C., Chen, C.C. and Chiu, S.F. (2005). Exploring boundaries of the effects of applicant impression management tactics in job interviews. Journal of Management, 31: 108-125, https://doi.org/10.1177/0149206304271384
• Turnley, W.H. and Bolino, M.C. (2001). Achieving desired images while avoiding undesired images: exploring the role of self-monitoring in impression management. Journal of Applied Psychology, 86: 351-360, https://doi.org/10.1037/0021-9010.86.2.351
• Van Iddekinge, C.H., McFarland, L.A. and Raymark, P.H. (2007). Antecedents of impression management use and effectiveness in a structured interview. Journal of Management, 33: 752-773, https://doi.org/10.1177/0149206307305563
• Vonk, R. (1999). Impression formation and impression management: Motives, traits, and likeability inferred from self-promoting and self-deprecating behavior. Social Cognition, 17: 390-412, https://doi.org/10.1521/soco.1999.17.4.390
• Vroom, V.H. (1964). Work & motivation. New York: John Wiley & Sons.
• Ward, A. and Brenner, L. (2006). Accentuate the negative: The positive effects of negative acknowledgment. Psychological Science, 17: 959, https://doi.org/10.1111/j.1467-9280.2006.01812.x
• Wayne, S.J. and Kacmar, K.M. (1991). The effects of impression management on performance ratings: A longitudinal study. Academy of Management Journal, 38: 232-260, https://doi.org/10.2307/256734
• Yun, S., Takeuchi, R. and Liu, W. (2007). Employee self-enhancement motives and job performance behaviors: Investigating the moderating effects of employee role ambiguity and managerial perceptions of employee commitment. Journal of Applied Psychology, 92: 745-756, https://doi.org/10.1037/0021-9010.92.3.745

Identyfikatory

DOI

10.7206/jmba.ce.2450-7814.206