Evaluating the impression of positive and negative affectivity on the implementation of impression management tactics

Mehdi Molaee Ghara,Marjan Abdi,Hasan Danaee,Fatemeh Alinaghi Langari

doi:10.5267/j.msl.2013.04.002

Abstract

The present study investigates the relationship between positive and negative affectivity by the application of impression management tactics. A review on literature reveals positive affectivity has attracted less attention compared with negative affectivity. Investigated tactics in this study include supplication, ingratiation, and intimidation and threat. Results indicate that there was a positive and significant relationship between negative affectivity and application of threat, intimidation, and supplication tactics, while the relationship between negative affectivity and ingratiation tactic was negative and significant. The relationship between positive affectivity and application of threat and intimidation tactics was negative and significant. In addition, there was a positive and significant relationship between two variables of positive affectivity and application of ingratiation tactic. Furthermore, the relationship between two variables of positive affectivity and supplication tactic was negative.

Highlights

Impression management has absorbed significant attention among behavioral scientists originally introduced by Goffman (1959)
This study investigates the relationship between affectivity, positive and negative and the applications of impression management tactics
Judge and Bretz (1994) stated that the application of ingratiation tactic could contribute to higher levels of success in the careers of individuals, while the application of self-promotion leads to lower levels of success in careers

Summary

Introduction

Impression management has absorbed significant attention among behavioral scientists originally introduced by Goffman (1959). Impression management is associated with behaviors used by people to control the image that others have of them (Rosenfeld et al, 1995) and it may have negative connotations (Schlenker, 1980). This study investigates the relationship between affectivity, positive and negative and the applications of impression management tactics. Experimental studies on impression management have been mostly focused either on the effective factors on the application of impression management tactics or on the relationship between impression management tactics and outcomes including promotions, performance assessment levels, career success called career development path. Wayne and Ferris (1990) reported that the application of ingratiation tactic by the employees had a positive and significant relationship with high scores in performance assessment by a supervisor. Judge and Bretz (1994) stated that the application of ingratiation tactic could contribute to higher levels of success in the careers of individuals, while the application of self-promotion leads to lower levels of success in careers

Methods

Results

Conclusion