Do you really need help? A study of employee supplication and job performance in China

Abstract

This study examines a relatively unexplored impression management tactic—supplication. Compared to other more popular impression management tactics such as ingratiation and self-promotion, we know relatively little regarding how employee supplication affects job performance. Using social role theory, we argued that when the images of Chinese employees were consistent with their social roles of receiving help, supplication would be viewed as acceptable. We tested our hypotheses among 158 supervisor–subordinate dyads in China and found that female and junior employees did not receive negative job performance ratings due to supplication. Age, on the other hand, did not moderate the supplication–performance relationship. We believe our findings are consistent with the social norms in the five cardinal relations of Confucianism regarding the modest role of certain social classes in enhancing social harmony. We discuss how our research contributes to the literature of impression management and impacts management practices in China.