Question 1

Impression management is a(n)
A) personal process.
B) organizational process.
C) industry.
D) personal process, organizational process, and an industry.

Accepted Answer

Impression management can be both a personal process and an organizational process, as individuals and organizations both actively work to cultivate and maintain a certain image or reputation. It can also be considered an industry in fields such as public relations, advertising, and branding. Therefore, the best answer is D, as it encompasses all of these aspects.

Question 2

An important contribution of impression management by individuals is that it leads to
A) more harmonious relationships with others in the workplace.
B) immediate returns on investment to the employer.
C) a decrease in self-confidence for people with over-inflated egos.
D) enough friction in the workplace to spark creativity.

Accepted Answer

Impression management helps individuals to present themselves in a positive way, increasing the likelihood of positive relationships with others in the workplace. People who can effectively manage their impressions are more likely to be viewed as likeable, competent, and trustworthy, which can lead to better working relationships and collaborations.

Question 3

A study showed that interviewers were more likely to hire candidates who
A) made very little use of impression management techniques.
B) used impression management techniques.
C) engaged in self-promotion but avoided ingratiation.
D) avoided nonverbal forms of impression management.

Accepted Answer

The study showed that interviewers were more likely to hire candidates who used impression management techniques. This suggests that candidates who were able to effectively present themselves in a positive light were more appealing to interviewers.

Question 4

A study of the effects of ingratiation and self-promotion during the job interview found that
A) using both techniques had a powerful effect on influencing the interview outcomes.
B) using both techniques had a weak effect on influencing the interview outcomes.
C) self-promotion was not as effective as ingratiation in influencing the interview outcomes.
D) ingratiation strongly influenced the perceived fit and hiring recommendations.

Accepted Answer

The study found that ingratiation had a strong effect on influencing perceived fit and hiring recommendations, while self-promotion had a weaker effect. Therefore, the best choice is D. Choices A and B are incorrect because the study did not find that using both techniques together had a powerful or weak effect on interview outcomes. Choice C is also incorrect because the study found that self-promotion was less effective than ingratiation, but did not state that it was not effective at all.

Question 5

A pioneering study about the relationship between ingratiation and performance appraisal ratings found that ingratiation
A) influenced the performance ratings given by female supervisors.
B) influenced the performance ratings given by male supervisors.
C) had a major indirect impact on performance appraisal ratings.
D) had a major direct impact on performance appraisal ratings.

Accepted Answer

The answer of A pioneering study about the relationship between...

Question 6

A study with employees and their supervisors found that impression management is less likely to result in negative performance ratings when the
A) employees also use organizational politics.
B) employees avoid organizational politics.
C) supervisors engage in organizational politics.
D) supervisors avoid organizational politics.

Accepted Answer

When employees use impression management alongside organizational politics, it aligns with the political behavior of the workplace, making it less likely to be viewed negatively by supervisors.

Question 7

A study about performance evaluations conducted in Taiwan found that when employees engaged in impression management, they reduced the negative relationship between
A) physical appearance and job performance ratings.
B) numbers of hours worked and job performance ratings.
C) ingratiation and job performance ratings.
D) perceptions of organizational politics and job performance ratings.

Accepted Answer

Impression management can mitigate the negative effects of perceptions of organizational politics on job performance ratings by influencing how others perceive the employee's behavior and contributions.

Question 8

A study about ingratiation at the executive level found that ingratiatory behavior toward executives who control access to board positions can provide an alternative pathway to the boardroom for those who
A) are not high performers.
B) lack the social and educational credentials associated with the power elite.
C) possess the social and educational credentials associated with the power elite.
D) have relatively low self-esteem.

Accepted Answer

The study found that ingratiation can provide an alternative pathway to the boardroom for those who lack the social and educational credentials associated with the power elite. This suggests that ingratiation can be a way for individuals without traditional power and privilege to gain access to positions of influence and authority.

Question 9

Humor, as a form of ingratiating behavior, is likely to make the target
A) downgrade the actor.
B) feel insulted.
C) more susceptible to persuasion.
D) less susceptible to persuasion.

Accepted Answer

Humor can create a positive attitude toward the actor, making the target more receptive to persuasion. Therefore, the correct answer is C - more susceptible to persuasion.

Question 10

With reference to leader-member exchanges, humor has been found to
A) enhance the quality of these exchanges.
B) decrease the quality of these exchanges.
C) decrease the importance of these exchanges.
D) enhance the importance of these exchanges.

Accepted Answer

Research has shown that humor used appropriately can enhance leader-member exchanges by increasing likability and trust, reducing tension, and fostering a positive atmosphere for communication and problem-solving. However, if humor is used inappropriately or excessively, it can decrease the quality of the exchanges by creating misunderstandings, offense, or a lack of professionalism.

Question 11

A study with student teams assuming the role of management consultants found that ingratiating behavior by teammates
A) enhanced interpersonal conflict.
B) encouraged faking of results.
C) enhanced job satisfaction.
D) decreased job satisfaction.

Accepted Answer

Ingratiating behavior, which involves efforts to make oneself more likable to others, can enhance job satisfaction by improving interpersonal relationships and creating a more positive work environment.

Question 12

A study with student teams assuming the role of management consultants found that ingratiation, altruism, and conscientiousness were
A) negatively related to team productivity.
B) perceived to be a form of negative manipulation.
C) negatively related to team members liking their peers.
D) positively related to team members liking their peers.

Accepted Answer

The study found that ingratiation, altruism, and conscientiousness were positively related to team members liking their peers.

Question 13

A study of over 1,000 managers found that companies that develop a strong reputation by paying the most attention to sustainability issues showed
A) a decrease in profits and stock price during the year studied.
B) a rise in profits and stock price during the year studied.
C) no tangible benefit by paying attention to sustainability issues.
D) a substantial increase in employee turnover.

Accepted Answer

The study found that companies that developed a strong reputation by paying the most attention to sustainability issues showed a rise in profits and stock price during the year studied. Therefore, option B is the correct answer.

Question 14

A study about company reputation and stock price found that a good reputation
A) had a substantial positive relationship with the stock price.
B) typically lowered the stock price because investors thought money was being wasted.
C) had a neutral effect on the stock price.
D) influenced the stock price only for companies that made consumer products.

Accepted Answer

The study found that a good reputation had a substantial positive relationship with the stock price, indicating that investors view a positive reputation as a valuable asset for a company.

Question 15

A study of over 100 firms found that environmentally friendly firms experienced less stock price variability associated with
A) scandals uncovered within the firm.
B) insider trading.
C) risk associated with larger economic events.
D) risk associated with events related to the firm.

Accepted Answer

The study found that environmentally friendly firms experienced less stock price variability associated with risk associated with larger economic events, indicating that these firms may be more resilient to market fluctuations. There is no mention of scandals or insider trading being impacted by a firm's environmental friendliness, and the study did not specify whether the firms experienced less variability in response to events related to the firm itself.

Question 16

The dysfunctional consequences of impression management are most likely to surface when its strategies and tactics are applied
A) during the early career stages.
B) without skill, sensitivity, and ethical reasoning.
C) in a competitive workplace.
D) in an organizational culture that values harmonious relationships.

Accepted Answer

Impression management strategies and tactics can have negative consequences when applied without skill, sensitivity, and ethical reasoning. This can lead to behavior that is manipulative, disingenuous, or even fraudulent, which can harm both individuals and organizations. When used ethically and appropriately, however, impression management can be a useful tool for building relationships and achieving success in the workplace.

Question 17

Cedric, a mechanical engineer at an airline manufacturer, ingratiates himself to his boss by being a yes-person. Cedric is particularly unethical because
A) he probably knows better than to ingratiate.
B) ingratiation is not part of engineering.
C) kissing up to the boss is not typical of engineers.
D) he is not presenting his independent professional judgment.

Accepted Answer

Cedric's behavior is unethical because he is not presenting his independent professional judgment. As a mechanical engineer, he should be providing objective and honest input rather than simply agreeing with his boss. This behavior could potentially harm the company by leading to poor decision-making and could also harm the reputation of the engineering profession.

Question 18

The impression management tactic of opinion conformity is the most dysfunctional when the
A) subordinate goes along with a very bad decision just to please the boss.
B) superior does not welcome dissent.
C) superior is intimidating.
D) subordinate really does agree with the boss.

Accepted Answer

Opinion conformity becomes most dysfunctional when a subordinate agrees with a very bad decision just to please the boss, as it can lead to negative outcomes without genuine agreement or critical evaluation of the decision.

Question 19

Kerry, a sales representative, is likely to experience emotional labor when she frequently
A) expresses her true feelings too frequently with customers.
B) refers her most difficult customers to her manager.
C) suppresses her true feelings just to please customers.
D) walks outside the building to scream about having to please customers.

Accepted Answer

Emotional labor refers to the effort required to manage and control one's emotions to meet the expectations of a job role. In this case, Kerry is suppressing her true feelings just to please customers, which is an example of emotional labor. Answer A is incorrect because expressing her true feelings too frequently may harm the business relationship with customers. Answer B is incorrect because referring difficult customers to her manager is not necessarily an example of emotional labor, although it may still require effort on Kerry's part to effectively communicate the customer's concerns to her manager. Answer D is incorrect because walking outside to scream is not a productive way of managing emotional labor and can harm the work environment.

Question 20

A dysfunction noted of impression management is that the actor worries so much about looking good that he or she
A) experiences low job satisfaction.
B) chokes under pressure.
C) rises to an unsustainable performance level.
D) demands an unfair share of organizational rewards.

Accepted Answer

The dysfunction noted here is that the actor chokes under pressure. This means that the actor becomes so fixated on looking good that the anxiety of maintaining that impression becomes overwhelming, ultimately causing them to underperform or fail altogether.

Quiz 11: Functional and Dysfunctional Consequences of Impression Management

Impression management is a(n)

An important contribution of impression management by individuals is that it leads to

A study showed that interviewers were more likely to hire candidates who

A study of the effects of ingratiation and self-promotion during the job interview found that

A pioneering study about the relationship between ingratiation and performance appraisal ratings found that ingratiation

A study with employees and their supervisors found that impression management is less likely to result in negative performance ratings when the

A study about performance evaluations conducted in Taiwan found that when employees engaged in impression management, they reduced the negative relationship between

A study about ingratiation at the executive level found that ingratiatory behavior toward executives who control access to board positions can provide an alternative pathway to the boardroom for those who

Humor, as a form of ingratiating behavior, is likely to make the target

With reference to leader-member exchanges, humor has been found to

A study with student teams assuming the role of management consultants found that ingratiating behavior by teammates

A study with student teams assuming the role of management consultants found that ingratiation, altruism, and conscientiousness were

A study of over 1,000 managers found that companies that develop a strong reputation by paying the most attention to sustainability issues showed

A study about company reputation and stock price found that a good reputation

A study of over 100 firms found that environmentally friendly firms experienced less stock price variability associated with

The dysfunctional consequences of impression management are most likely to surface when its strategies and tactics are applied

Cedric, a mechanical engineer at an airline manufacturer, ingratiates himself to his boss by being a yes-person. Cedric is particularly unethical because

The impression management tactic of opinion conformity is the most dysfunctional when the

Kerry, a sales representative, is likely to experience emotional labor when she frequently

A dysfunction noted of impression management is that the actor worries so much about looking good that he or she