Leadership Studies Commons^™

The Impact Of Impression Management Over Time, Mark Bolino, Anthony Klotz, Denise Daniels

SPU Works

The purpose of these studies was to investigate how the repeated use of impression management (IM) tactics is related to supervisor perceptions in newly formed supervisor-subordinate dyads. Two studies were conducted – a lab study in which participants evaluated a confederate who performed an accounting task while using different types of IM across five trials, and a field study examining the IM tactics of new employees and their supervisors’ ratings of likability and performance at two points in time. In the lab study, the repeated use of ingratiation had an increasingly positive effect on performance ratings, whereas repeated apologies had …