Deck 8: Impression Management for Job Search and Performance Evaluation

Question 1

With respect to impression management activities, the job interview is a (n)

A) setting ill suited to these activities.
B) highly likely setting for these activities to take place.
C) unlikely setting for these activities to take place.
D) risky place to engage in these activities.

Answer 1

B

Question 2

During the job interview, the impression management tactics used are likely to

A) be quite extensive and varied.
B) be restricted to several obvious ones.
C) focus on making the interviewer feel good.
D) focus on basking in reflected glory.

Answer 2

A

Question 3

Self-promotion during the job interview is particularly important when

A) there is an over-supply of jobs available.
B) the interviewee is over-qualified for the position.
C) the interviewer has low status.
D) the interviewer has high status.

Answer 3

D

Question 4

A major purpose of ingratiation during a job interview is to

A) cover up for the interviewee's deficiencies.
B) decrease the number of questions related to job qualifications.
C) get the interviewer to like and be attracted to the applicant.
D) get the interviewer to increase the starting salary.

Question 5

Lou, an information-technology specialist at Amazon.com, is applying for a position at another company. He engages in the impression management tactic of entitlement when he says,

A) "I deserve twice the money I am getting at Amazon."
B) "Since I've been at Amazon we've tripled sales of toys and clothing."
C) "With what I have accomplished at Amazon, I should be a vice president."
D) "I am only entitled to a very small part of the credit for the success of Amazon."

Question 6

During an employment interview, Elena basks in reflected glory when she says,

A) "Warren Buffet, the famous investor, is a friend of mine on Linkedin."
B) "I do volunteer work at a center for the homeless most weekends."
C) "I have worked very hard to get where I am today."
D) "My intent is to become rich and famous."

Question 7

To engage in opinion conformity with a job interviewer you would

A) describe how happy you would be if hired.
B) invite the interviewer to have lunch with you some time.
C) ask to see the annual report.
D) express opinions, beliefs, or values that are presumably held by the interviewer.

Question 8

Amy, a sales consultant at a brokerage firm is applying for a position as an assistant manager at a bank. When the interviewer notes that her firm lost $12 billion one year, Amy uses the impression management technique of excuses when she says,

A) "How much money did your firm lose last year?"
B) "You are right, but the federal government is in a financial mess also."
C) "The loss was horrible, but fortunately our group generated a profit."
D) "That's precisely why I am here. I am tired of working for a loser."

Question 9

During a job interview, Brett is asked about a recall of contaminated food that took place at his firm. Brett uses the justification tactic in impression management when he explains,

A) "You are reacting to media reports. The real recall was much worse."
B) "Only two children actually got sick enough to be hospitalized because of the contaminated food."
C) "The problem seemed to be that some jerk put insecticide instead of seasoning into the food."
D) "A lot of the people who were poisoned bought expired food from discount stores."

Question 10

A common form of lying to create a favorable impression during a job interview is to

A) cover gaps in employment.
B) present misinformation about height and weight.
C) pretend to have worked for a particular employer.
D) claimed to have work for a fictitious company.

Question 11

A synthesis of many studies about employment interviewing found that perceptions of physical attractiveness were positively related to being

A) offered a higher starting salary than the job called for.
B) offered a lower starting salary than the job called for.
C) being rejected.
D) being hired.

Question 12

An example of an attribute of the interviewee that could most directly influence which tactic of impression management was implemented during the interview would be

A) his or her employment history.
B) his or her sense of ethics.
C) the organizational culture of the firm doing the hiring.
D) the organizational culture of the applicant's firm.

Question 13

A major situational factor that influences the amount of impression management activity by the job candidate is the

A) décor of the office.
B) whether the interviewer is male or female.
C) importance of the job to the candidate.
D) time of the day of the interview.

Question 14

A study found that the self-monitoring scores of job candidates were more strongly related to interview ratings when the position

A) was people oriented.
B) was technically oriented.
C) offered considerable opportunity for advancement.
D) offered limited opportunity for advancement.

Question 15

A study in a public utility found that when applicants used impression management tactics during an interview, they were perceived as

A) performing equally well when using and not using these tactics.
B) being too manipulative to work in a public utility.
C) performing worse than when they did not use these tactics.
D) performing better than when they did not use these tactics.

Question 16

A study conducted in Taiwan about moderating variables and impression management during job interviews found that impression management

A) was less important for jobs requiring customer contact.
B) was more important for jobs requiring customer contact.
C) through nonverbal methods had no effect on interviewer evaluations.
D) through nonverbal methods resulted in more negative evaluations.

Question 17

A problem noted with highly casual electronic communication in reference to the job search is that it creates an image of

A) immaturity and questionable judgment.
B) an eagerness to take any job available.
C) an unwillingness to take on responsibility.
D) low creativity.

Question 18

A study by a firm that assists with résumé construction found that approximately _____ percent contained one or more significant inaccuracies.

A) 10
B) 20
C) 40
D) 80

Question 19

Impression management tactics are more likely to be used during performance appraisal when

A) the subordinate is a low self-monitor.
B) the subordinate has low Machiavellian tendencies.
C) subordinate performance can be judged more objectively.
D) subordinate performance has to be judged more subjectively.

Question 20

With respect to performance evaluation ratings, studies have shown that ingratiating behavior by subordinates has a

A) positive effect.
B) negative effect.
C) neutral effect.
D) positive effect, but mostly with inexperienced managers.

Question 21

The job interview is a natural setting for engaging in impression management.

Question 22

Self-promotion during the job interview appears to be even more important when the interviewer has low status.

Question 23

A job candidate who does not engage in ingratiation during the job interview runs the risk of being perceived as low in social skills.

Question 24

The job candidate who engages in entitlement during the job interview will describe modestly how one or more other people are more entitled to credit for an event than he or she is.

Question 25

Basking in reflected glory implies that the person using this tactic is competent, otherwise he or she would not be associated with a particular high-status individual or group.

Question 26

One method of using opinion conformity during the job interview is to describe experiences that are probably similar to those of the interviewer.

Question 27

Clyde is using the impression management tactic of excuses when he says, "Yes, our company was shut down because of stealing from clients. I was a major offender, but I have paid my penalty, and I am now a changed person."

Question 28

Jane uses the impression management tactic of filtering when she avoids telling the interviewer that she was dismissed from one position because she failed a random drug test.

Question 29

As based on perceptions of job interviewers, physical attractiveness has a strong effect on perceptions of integrity and concern for others.

Question 30

Some evidence suggests that women are more willing to present themselves openly during a job interview.

Question 31

Cultural factors will sometimes influence the extent to which a candidate is willing to brag about his or her accomplishments.

Question 32

One observer reports that the need to maintain consistency between what was promised during the job interview and subsequent job performance may increase the amount of self-promotion.

Question 33

A study of college recruiters found that the self-monitoring tendencies of candidates applying for technical positions were positively related to interviewer ratings.

Question 34

A study at a public utility found that women candidates who made strong use of impression management received slightly higher hiring recommendations than women who did not engage in impression management.

Question 35

The results of studies vary with respect to how much impression management contributes to suitability for employment. For example, one study showed that impression management was given less weight than strictly job-related competencies.

Question 36

Research suggests that for a job résumé to create a good impression, it should include an accomplishments section.

Question 37

A frequent lie contained in the job résumés of men is that they were a member of the football team.

Question 38

Video résumés are quite useful in helping applicants evaluate the impression they create during a job interview.

Question 39

A manager who feels uncomfortable giving negative feedback during a performance evaluation is more likely to be the recipient of impression management attempts by the person being evaluated.

Question 40

Research and opinion suggest that attempting to ingratiate oneself to a manager tends to result in lower performance evaluations.