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Impression (mis)management when communicating success

Steinmetz, J. ORCID: 0000-0003-3299-4858 (2018). Impression (mis)management when communicating success. Basic and Applied Social Psychology, doi: 10.1080/01973533.2018.1500289


People routinely engage in impression management, for example by highlighting successes. What is not yet known is how people attribute their success (to talent versus effort) to give a positive impression. Three experiments explore this question and test whether people’s attributions of success receive favor from their audience. The findings show that, in impression management situations (e.g., job interview or date), people communicate their effort less than audiences would prefer. Thus, success alone may not be enough to make a positive impression on others; emphasizing effort as the cause for success also matters.

Publication Type: Article
Additional Information: This is an Accepted Manuscript of an article published by Taylor & Francis in Basic and Applied Social Psychology on 05 September 2018, available online:
Subjects: B Philosophy. Psychology. Religion > BF Psychology
H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Departments: Business School > Management
Date Deposited: 28 Sep 2018 08:30
Text - Accepted Version
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