How to cite this paper
Ghara, M., Abdi, M., Langari, F & Danaee, H. (2013). Evaluating the impression of positive and negative affectivity on the implementation of impression management tactics.Management Science Letters , 3(5), 1445-1458.
Refrences
Beehr, T. A. 1995. Psychological stress in the workplace. London, UK: Routledge.
Bolino, M. C., & Turnly, W.H. (1999). Citizenship and impression management: Good soldiers or
good actors? Academy of Management Review, 24: 82-98.
Bolino, M. C., & Turnley, W. H. (2003). More than one way to make an impression: Exploring
profiles of impression management. Journal of Management, 29, 141-161.
Borman, W. C., Penner, L. A., Allen, T. D., & Motowidlo, S. J. (2001). Personality predictors of
citizenship performance. International Journal of Selection and Assessment, 9, 52-69.
Bozeman, D. P., & Kacmar, K.M. (1997). Acybernetic model of impression management processes in
organizations. Organizational Behavior and Human Decision Processes, 69, 9–30.
Buss, D., Gomes, M., Higgins, C. A., & Lauterbach, K. (1987). Tactics of manipulation. Journal of
Personality and Social Psychology, 52: 1219-1229.
Cable, D. M., & Judge, T. M. (2003). Manager & apos; s upward influence tactic strategies: The role of
manager personality and supervisor leadership style. Journal of Organizational Behavior, 24, 197-
214.
Caldwell, D. F., & Burger, J. M. (1997). Personality and social influence strategies in the workplace.
Personality and Social Psychology Bulletin, 23(10), 1003-1012.
Cherrington, D. J. (1989). Need theories of motivation. In R. M. Steers & L. W. Porter (Eds.),
Motivation and work behavior: 31-44. New York: McGraw-Hill.
Christiansen, N., Villanova, P., & Mikulay, S. (1997). Political influence compatibility: Fitting the
person to the climate. Journal of Organizational Behavior, 18(6), 709-730.
Costa, P. T., & McCrae, R. R. (1992). Revised NEO Personality Inventory (NEO-PI-R) and NEO
Five-Factor Inventory professional manual. Odessa, FL: Psychological Assessment Resources.
Douglas, S. C., & Martinko, M. J. (2001). Exploring the role of individual differences in the
prediction of workplace aggression. Journal of Applied Psychology, 86, 547-559.
Duffy, M. K., Ganster, D. C., & Shaw, J. D. (1998). Positive affectivity and negative outcomes: The
role of tenure and job satisfaction. Journal of Applied Psychology, 83, 950-959.
Fandt, P. M., & Ferris, G. R. (1990). The management of information and impressions: When
employees behave opportunistically. Organizational Behavior and Human Decision Processes, 45,
140-158.
Ferris, G. R., Russ, G. S., & Fandt, P. M. (1989). Politics in organizations. In R. A. Giacalone & P.
Rosenfeld (Eds.), Impression management in the organizations: 143-170. Hillsdale, NJ: Erlbaum.
Ferris, G. R., & Judge, T. A. (1991). Personnel/human resources management: A political influence
perspective. Journal of Management, 17, 447-488.
Ferris, G. R., Dulebohn, J. H., Frink, D. D., George-Falvy, J., Mitchell, T. R., & Matthews, L. M.
(1997). Job and organizational characteristics, accountability and employee influence. Journal of
Managerial Issues, 9(2), 162-175.
Ferris, G. R., Hochwarter, W. A., Douglas, C., Blass, F. R., Kolodinsky, R. W., & Treadway, D. C.
(2002). Social influence processes in organizations and human resources systems. Research in
Personnel and Human Resources Management, 21, 65-127.
Goffman, E. (1959). The presentation of self in everyday life. Garden City, NY: Bantam Books.
Jackson, D. N. (1989). Personality research form manual. (3rd ed.). Port Huron, MI: Research
Psychologists Press, Inc.
Jackson, S. E., & Schuler, R. S. (1985). A meta-analysis and conceptual critique of research on role
ambiguity and role conflict in work settings. Organizational Behavior and Human Decision
Processes, 36, 16-78.
Jones, E. E., & Pittman, T. S. (1982). Toward a general theory of strategic selfpresentation.
Psychological perspectives on the self, 1, 231-262.
Judge, T. A., & Bretz, R. D. (1994). Political influence behavior and career success. Journal of
Management, 20, 43–65.
Kacmar, K. M., Carlson, D. S., & Bratton, V. K. (2004). Situational and dispositional factors as
antecedents of ingratiatory behaviors in organizational settings. Journal of Vocational Behavior,
65, 309-331.
Kipnis, D., Schmidt, S. M., & Wilkinson, I. (1980). Intraorganizational influence tactics:
Explorations in getting one’s way. Journal of Applied Psychology, 65(4), 440-452.
Kipnis, D., & Schmidt, S. M. 1988. Upward-influence styles: Relationship with performance
evaluations, salary, and stress. Administrative Science Quarterly, 33, 528-542.
Kristof-Brown, A. L., Barrick, M. R., & Franke, M. (2002). Applicant impression management :
Dispositional influences and consequences for recruiter perceptions of fit and similarity. Journal of
Management, 28(1), 27-46.
Leary, M. R., & Kowalski, R. M. (1990). Impression management: A literature review and two
component model. Psychological Bulletin, 107(1), 34-47.
Mayes, B. T., & Ganster, D. C. (1988). Exit and voice: A test of hypotheses based on fight/flight
responses to job stress. Journal of Organizational Behavior, 9(3), 199-21.
Mowday, R. T. (1978). The exercise of upward influence in organizations. Administrative Science
Quarterly, 23: 137-156.
Nonis, S. A., Sager, J. K., & Kumar, K. (1996). Salespeople & apos; s use of upward influence tactics (UITs)
in coping with role stress. Academy of Marketing Science, 24(1), 44-56.
?rtqvist, D., & Wincent, J. 2006. Prominent consequences of role stress: A meta-analytic review.
International Journal of Stress Management, 13(4), 399-422.
Perrewé, P. L., & Spector, P. E. (2002). Personality research in the organizational sciences. Research
in Personnel and Human Resources Management, 21, 1-64.
Rizzo, J., House, R. J., & Lirtzman, S. I. (1970). Role conflict and ambiguity in complex
organizations. Administrative Science Quarterly, 15, 150-163.
Rosenfeld, P. R., Giacalone, R. A., & Riordan, C. A. (1995). Impression management in
organizations: Theory, measurement, and practice. New York: Routledge.
Salancik, G. R., & Pfeffer, J. (1978). A social information processing approach to job attitudes and
task design. Administrative Science Quarterly, 23, 224-253.
Schlenker, B. R. (1980). Impression management: The self-concept, social identity, and interpersonal
relations. Monterey, CA: Brooks/Cole.
Schneider, B. (1987). The people make the place. Personnel Psychology, 40, 437-453.
Seashore, S. E., Lawler, E. E., Mirvis, P., & Cammann, C. (1982). Observing and measuring
organizational change: A guide to field practice. New York, NY: Wiley.
Steers, R. M., & Braunstein, D. N. (1976). A behaviorally-based measure of manifest needs in work
settings. Journal of Vocational Behavior, 9, 251-266.
Tepper, B. J., Duffy, M. K., & Shaw, J. D. (2001). Personality moderators of the relationship between
abusive supervision and subordinates & apos; resistance. Journal of Applied Psychology, 86, 974-983.
Tett, R. P., & Gutterman, H. A. (2000). Situation trait relevance, trait expression, and crosssituational
consistency: Testing a principle of trait activation. Journal of Research in Personality, 34, 397-
423.
Tett, R. P., & Burnett, D. D. (2003). A personality trait-based interactionist model of job
performance. Journal of Applied Psychology, 88, 500-517.
Thacker, R. A., & Wayne, S. J. (1995). An examination of the relationship between upward influence
tactics and assessments of promotability. Journal of Management, 21(4), 739-756.
Van Iddekinge, C. H., McFarland, L. A., & Raymark, P. H. (2007). Antecedents of Impression
Management Use and Effectiveness in a Structured Interview. Journal of Management, 33(5), 752-
773.
Vecchio, R. P., & Sussmann, M. (1991). Choice of influence tactics: Individual and organizational
determinants. Journal of Organizational Behavior, 12, 73-80.
Watson, D., Clark, L. A., & Tellegen, A. (1988). Development and validation of brief measures of
positive and negative affect: The PANAS scales. Journal of Personality and Social Psychology, 6,
1063-1070.
Wayne, S. J., & Ferris, G. R. (1990). Influence tactics, affect, and exchange quality in supervisorsubordinate
interactions: A laboratory experiment and field study. Journal of Applied Psychology,
75, 487–499.
Wright, T. A., & Cropanzano, R. (1998). Emotional exhaustion as a predictor of job performance and
voluntary turnover. Journal of Applied Psychology, 83, 486-493.
Zellars, K. L., & Perrewé, P. L. (2001). Affective personality and the content of emotional social
support: Coping in organizations. Journal of Applied Psychology, 86, 459-467.
Bolino, M. C., & Turnly, W.H. (1999). Citizenship and impression management: Good soldiers or
good actors? Academy of Management Review, 24: 82-98.
Bolino, M. C., & Turnley, W. H. (2003). More than one way to make an impression: Exploring
profiles of impression management. Journal of Management, 29, 141-161.
Borman, W. C., Penner, L. A., Allen, T. D., & Motowidlo, S. J. (2001). Personality predictors of
citizenship performance. International Journal of Selection and Assessment, 9, 52-69.
Bozeman, D. P., & Kacmar, K.M. (1997). Acybernetic model of impression management processes in
organizations. Organizational Behavior and Human Decision Processes, 69, 9–30.
Buss, D., Gomes, M., Higgins, C. A., & Lauterbach, K. (1987). Tactics of manipulation. Journal of
Personality and Social Psychology, 52: 1219-1229.
Cable, D. M., & Judge, T. M. (2003). Manager & apos; s upward influence tactic strategies: The role of
manager personality and supervisor leadership style. Journal of Organizational Behavior, 24, 197-
214.
Caldwell, D. F., & Burger, J. M. (1997). Personality and social influence strategies in the workplace.
Personality and Social Psychology Bulletin, 23(10), 1003-1012.
Cherrington, D. J. (1989). Need theories of motivation. In R. M. Steers & L. W. Porter (Eds.),
Motivation and work behavior: 31-44. New York: McGraw-Hill.
Christiansen, N., Villanova, P., & Mikulay, S. (1997). Political influence compatibility: Fitting the
person to the climate. Journal of Organizational Behavior, 18(6), 709-730.
Costa, P. T., & McCrae, R. R. (1992). Revised NEO Personality Inventory (NEO-PI-R) and NEO
Five-Factor Inventory professional manual. Odessa, FL: Psychological Assessment Resources.
Douglas, S. C., & Martinko, M. J. (2001). Exploring the role of individual differences in the
prediction of workplace aggression. Journal of Applied Psychology, 86, 547-559.
Duffy, M. K., Ganster, D. C., & Shaw, J. D. (1998). Positive affectivity and negative outcomes: The
role of tenure and job satisfaction. Journal of Applied Psychology, 83, 950-959.
Fandt, P. M., & Ferris, G. R. (1990). The management of information and impressions: When
employees behave opportunistically. Organizational Behavior and Human Decision Processes, 45,
140-158.
Ferris, G. R., Russ, G. S., & Fandt, P. M. (1989). Politics in organizations. In R. A. Giacalone & P.
Rosenfeld (Eds.), Impression management in the organizations: 143-170. Hillsdale, NJ: Erlbaum.
Ferris, G. R., & Judge, T. A. (1991). Personnel/human resources management: A political influence
perspective. Journal of Management, 17, 447-488.
Ferris, G. R., Dulebohn, J. H., Frink, D. D., George-Falvy, J., Mitchell, T. R., & Matthews, L. M.
(1997). Job and organizational characteristics, accountability and employee influence. Journal of
Managerial Issues, 9(2), 162-175.
Ferris, G. R., Hochwarter, W. A., Douglas, C., Blass, F. R., Kolodinsky, R. W., & Treadway, D. C.
(2002). Social influence processes in organizations and human resources systems. Research in
Personnel and Human Resources Management, 21, 65-127.
Goffman, E. (1959). The presentation of self in everyday life. Garden City, NY: Bantam Books.
Jackson, D. N. (1989). Personality research form manual. (3rd ed.). Port Huron, MI: Research
Psychologists Press, Inc.
Jackson, S. E., & Schuler, R. S. (1985). A meta-analysis and conceptual critique of research on role
ambiguity and role conflict in work settings. Organizational Behavior and Human Decision
Processes, 36, 16-78.
Jones, E. E., & Pittman, T. S. (1982). Toward a general theory of strategic selfpresentation.
Psychological perspectives on the self, 1, 231-262.
Judge, T. A., & Bretz, R. D. (1994). Political influence behavior and career success. Journal of
Management, 20, 43–65.
Kacmar, K. M., Carlson, D. S., & Bratton, V. K. (2004). Situational and dispositional factors as
antecedents of ingratiatory behaviors in organizational settings. Journal of Vocational Behavior,
65, 309-331.
Kipnis, D., Schmidt, S. M., & Wilkinson, I. (1980). Intraorganizational influence tactics:
Explorations in getting one’s way. Journal of Applied Psychology, 65(4), 440-452.
Kipnis, D., & Schmidt, S. M. 1988. Upward-influence styles: Relationship with performance
evaluations, salary, and stress. Administrative Science Quarterly, 33, 528-542.
Kristof-Brown, A. L., Barrick, M. R., & Franke, M. (2002). Applicant impression management :
Dispositional influences and consequences for recruiter perceptions of fit and similarity. Journal of
Management, 28(1), 27-46.
Leary, M. R., & Kowalski, R. M. (1990). Impression management: A literature review and two
component model. Psychological Bulletin, 107(1), 34-47.
Mayes, B. T., & Ganster, D. C. (1988). Exit and voice: A test of hypotheses based on fight/flight
responses to job stress. Journal of Organizational Behavior, 9(3), 199-21.
Mowday, R. T. (1978). The exercise of upward influence in organizations. Administrative Science
Quarterly, 23: 137-156.
Nonis, S. A., Sager, J. K., & Kumar, K. (1996). Salespeople & apos; s use of upward influence tactics (UITs)
in coping with role stress. Academy of Marketing Science, 24(1), 44-56.
?rtqvist, D., & Wincent, J. 2006. Prominent consequences of role stress: A meta-analytic review.
International Journal of Stress Management, 13(4), 399-422.
Perrewé, P. L., & Spector, P. E. (2002). Personality research in the organizational sciences. Research
in Personnel and Human Resources Management, 21, 1-64.
Rizzo, J., House, R. J., & Lirtzman, S. I. (1970). Role conflict and ambiguity in complex
organizations. Administrative Science Quarterly, 15, 150-163.
Rosenfeld, P. R., Giacalone, R. A., & Riordan, C. A. (1995). Impression management in
organizations: Theory, measurement, and practice. New York: Routledge.
Salancik, G. R., & Pfeffer, J. (1978). A social information processing approach to job attitudes and
task design. Administrative Science Quarterly, 23, 224-253.
Schlenker, B. R. (1980). Impression management: The self-concept, social identity, and interpersonal
relations. Monterey, CA: Brooks/Cole.
Schneider, B. (1987). The people make the place. Personnel Psychology, 40, 437-453.
Seashore, S. E., Lawler, E. E., Mirvis, P., & Cammann, C. (1982). Observing and measuring
organizational change: A guide to field practice. New York, NY: Wiley.
Steers, R. M., & Braunstein, D. N. (1976). A behaviorally-based measure of manifest needs in work
settings. Journal of Vocational Behavior, 9, 251-266.
Tepper, B. J., Duffy, M. K., & Shaw, J. D. (2001). Personality moderators of the relationship between
abusive supervision and subordinates & apos; resistance. Journal of Applied Psychology, 86, 974-983.
Tett, R. P., & Gutterman, H. A. (2000). Situation trait relevance, trait expression, and crosssituational
consistency: Testing a principle of trait activation. Journal of Research in Personality, 34, 397-
423.
Tett, R. P., & Burnett, D. D. (2003). A personality trait-based interactionist model of job
performance. Journal of Applied Psychology, 88, 500-517.
Thacker, R. A., & Wayne, S. J. (1995). An examination of the relationship between upward influence
tactics and assessments of promotability. Journal of Management, 21(4), 739-756.
Van Iddekinge, C. H., McFarland, L. A., & Raymark, P. H. (2007). Antecedents of Impression
Management Use and Effectiveness in a Structured Interview. Journal of Management, 33(5), 752-
773.
Vecchio, R. P., & Sussmann, M. (1991). Choice of influence tactics: Individual and organizational
determinants. Journal of Organizational Behavior, 12, 73-80.
Watson, D., Clark, L. A., & Tellegen, A. (1988). Development and validation of brief measures of
positive and negative affect: The PANAS scales. Journal of Personality and Social Psychology, 6,
1063-1070.
Wayne, S. J., & Ferris, G. R. (1990). Influence tactics, affect, and exchange quality in supervisorsubordinate
interactions: A laboratory experiment and field study. Journal of Applied Psychology,
75, 487–499.
Wright, T. A., & Cropanzano, R. (1998). Emotional exhaustion as a predictor of job performance and
voluntary turnover. Journal of Applied Psychology, 83, 486-493.
Zellars, K. L., & Perrewé, P. L. (2001). Affective personality and the content of emotional social
support: Coping in organizations. Journal of Applied Psychology, 86, 459-467.