Effect of power and personality on impression management and competitive success

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.