Abstract:
Evidence suggests that psychopaths are successful in business, but it has not been determined how they advance in organizations. This study examined how people use impression management to advance in a newly developed competitive experimental game when social power is manipulated. Participants (N=180) were placed in groups of three and formed a strategic match after a brief introduction. Participants reported impression management behaviours used by group members. Participants not selected for a match were eliminated from the game, and matched participants completed a cognitive task before forming new groups. All participants completed a self-report measure of honesty-humility and psychopathy. Photographs were used to rate participants on physical impressions from a group of third party raters. Interactions between honesty-humility and power were hypothesized to predict impression management behaviours and success. These hypotheses were not supported. Attractiveness was a strong predictor of success, peer ratings, self-promotion, and intimidation. Implications for corporate psychopathy in the workplace, and strengths and limitations of the new procedure are discussed.