Handling Editor: Stephanie Castro In this study, we develop and examine a model of leaders' impression management during organizational decline by elaborating on the roles of publicity, image concerns, and incentive compensation. We propose that the publicity of decline is an important antecedent of leaders' impression management during decline. We also examine how leaders' image concerns media...

The perceived efficacy of patients' attempts to influence discharge dates through psychiatric self-presentation as a function of the perceivers own self-presentation inclinations and hospital age was studied. Eighty actual patients heard one of four taped interviews on which an ostensible patient revealed plans to engage in either healthy or sick self-presentation and that the psychiatrist of t...

The IT-mediated nature of e-commerce creates the uncertainty in online buyer-seller relationships where online buyers are difficult to personally scrutinize sellers, leading to many challenges for online sellers to win buyers’ trust. In order to overcome this problem, according to impression management theory and relationship theory, this research proposes a research framework for understanding...

Use of online social networks is nearly ubiquitous. Use of these services generally entails substantial personal disclosure and elicits significant privacy concerns. This research uses Social Exchange Theory and the impression management literature to examine how privacy concerns can be counterbalanced by the perceived social benefits afforded by a social network’s ability to support impression...

Researchers have discovered inconsistent relationships between prosocial motives and citizenship behaviors. We draw on impression management theory to propose that impression management motives strengthen the association between prosocial motives and affiliative citizenship by encouraging employees to express citizenship in ways that both "do good" and "look good." We report 2 studies that exam...