A Multi-Level Review of Impression Management Motives and Behaviors

Bolino, Mark C.; Kacmar, K. Michele; Turnley, William H.; Gilstrap, J. Bruce

doi:10.1177/0149206308324325

Cited by 548 publications

(720 citation statements)

References 105 publications

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“…The theory proposes that consumers are affected by their internal drive to create a favorable social image, a behavior inherent to luxury consumption, and consequently such motives can reflect consumer values and behaviors (Leary and Kowalski 1990). The impression management theory is widely applied across cultures and domains (see Bolino et al 2008;Shukla 2012), and offers an appropriate framework for this study.…”

Section: Goods (Price Waterhouse Coopers 2013) Many Luxury Brands Sumentioning

confidence: 99%

They are not all same: variations in Asian consumers’ value perceptions of luxury brands

2015

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Asian markets are steadily becoming key growth regions for luxury brands. However, despite the growth, many luxury brand firms are unable to obtain the desired economic returns through their marketing strategies in Asia. Often these firms treat consumers across Asian markets as homogenous groups, which could lead to inaccurate luxury brand management strategy. Additionally, there is a limited understanding of consumer value perceptions towards luxury brands across the Asian markets. Employing impression management theory and the horizontal/vertical collectivistic cultural distinctions, this study examines the differences and similarities in constituent luxury value perceptions across three prominent Asian markets, namely, China, India and Indonesia. The results of a quantitative survey conducted with 626 real luxury consumers in these three countries identify variations in perceptions of symbolic, experiential, and functional value of luxury brands. The study contributes to knowledge on constituent luxury value perceptions, along with providing theoretical explanations for the differences between consumers across Asian markets. With the emerging novel insights on Asian consumers, luxury brand firms can align their marketing strategies to respective markets by leveraging the similarities and differences in consumer value perceptions. This approach, informed by empirical evidence, will enhance the luxury brands' competitiveness and profit opportunities in the high growth Asian markets.The study identifies a number of future research directions.

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Section: Goods (Price Waterhouse Coopers 2013) Many Luxury Brands Sumentioning

confidence: 99%

They are not all same: variations in Asian consumers’ value perceptions of luxury brands

2015

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“…Apesar de muitos pesquisadores terem investigado o GI no nível individual de análise, buscando entender os modos pelos quais os comportamentos de "atores" afetam a avaliação feita pelos "alvos" (Bolino, Kacmar, Turnley & Gilstrap, 2008), há alguns anos as teorias de gerenciamento de impressão foram adaptadas para o nível organizacional de análise (Mohamed, Gardner & Paolillo, 1999).…”

Section: Legitimação Gerenciamento De Impressões E Enquadramento Naunclassified

“…O ator usa, para realizar seu objetivo, uma variedade de táticas de GI (comportamentos específicos) planejadas para criar a imagem desejada (Bolino;Kacmar;Turnley & Gilstrap, 2008).…”

Section: Gerenciamento De Impressões Organizacionalunclassified

Legitimação, Gerenciamento de Impressões e Enquadramento na Relação Organização-Stakeholder: um ensaio teórico

Mendonça

Helal

2017

R.G.Secr.,GESEC

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O ensaio teórico discute como os gestores de alto escalão buscam influenciar as interpretações das audiências em busca de legitimidade para as organizações. Argumenta-se que os gestores de alto escalão ao se relacionarem com os stakeholders engajam-se em processos de gerenciamento de impressões visando enquadrar as percepções e interpretações das audiências organizacionais à visão de realidade mais propícia a criação da imagem e da reputação que levem a obtenção da legitimidade da organização em seu ambiente social. A atividade de enquadrar envolve selecionar alguns aspectos de uma realidade percebida e torná-los mais salientes em uma comunicação, de tal modo a promover uma determinada definição de um problema, uma interpretação causal, uma avaliação moral e/ou recomendações de tratamento para o assunto descrito. Com base em revisão de literatura, o artigo propõe uma versão expandida do modelo de Mendonça e Amantino-de-Andrade (2003), sobre o processo de legitimação por meio do uso do gerenciamento de impressões organizacional, incorporando o processo de framing e a reputação organizacional.

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“…Impression management tactics allow individuals to maintain or create an image of themselves that they promote to another individual (Bozeman & Kacmar, 1997). While use of impression management has been found to positively relate to interview outcomes (Bolino, Kacmar, Turnley, & Gilstrap, 2008), engaging in these types of actions is often opposed by those of lower class (Williams, 2012). Lower classes may find that these actions display a "two-face" behavior (Lamont, 2000, p. 108).…”

Section: Social Classmentioning

confidence: 99%

The Impact of Social Class in the Hiring Process

Young

Reilly

2016

AMPROC

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Social class describes individuals' possession of economic, social, and cultural capital, and their subjective social rankings relative to others (Bourdieu, 1984). As social class can be easily detected, it is quite likely that it plays a significant role in many workplace processes, such as selection. By considering the context of the hiring process, my dissertation explores the impact of social class from the perspective of hiring managers. First, I conducted a construct clarity study to clarify the multidimensional nature of the construct of social class. Second, using the factors found from my construct clarity study, I developed applicant stimulus materials (e.g., referral email, resume, video interviews) representative of three stages of the hiring process (e.g., acquiring, screening, and interviewing). Stimulus materials were presented to 78 participants in the acquiring stage, 105 participants in the screening stage, and 220 participants in the interviewing stage. Results of this dissertation find that hiring managers' perceptions of applicant P-O fit are influenced by applicants' social class. These effects are found during the acquiring stage and decrease in significance and prevalence as the hiring process progresses. Implications to research and practice as well as future directions for continued research on social class in the management literature are presented.ii The Impact of Social Class in the Hiring Process

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A Multi-Level Review of Impression Management Motives and Behaviors

Cited by 548 publications

References 105 publications

They are not all same: variations in Asian consumers’ value perceptions of luxury brands

They are not all same: variations in Asian consumers’ value perceptions of luxury brands

Legitimação, Gerenciamento de Impressões e Enquadramento na Relação Organização-Stakeholder: um ensaio teórico

The Impact of Social Class in the Hiring Process

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