Lights, camera, persuasion: examining the impacts of impression management tactics on predictive validity

Abstract

The study explored the use of self presentation behaviours (i.e., deceptive, and honest impression management; IM) in asynchronous video interviews (AVIs). Applicants use of IM in interviews has the potential to enhance (honest IM) or detract (deceptive IM) the predictive validity of interviews. However, scant research exists on the potential impacts of IM on predictive validity of job interviews. The current study employed a novel approach by collecting data in two stages: first, participants (n = 212) completed a mock AVI; next, participants (n = 168) completed two in-basket HR tasks to capture performance. Results indicated that honest self-promotion had a positive relationship with interview and task performance, and a significant indirect effect. Other IM tactics lead to some mixed and contrary findings. Proposed moderators (experience, age, and anxiety) did not impact results. Overall, honest and deceptive IM demonstrate their importance to both interview and job performance.