To be or not to be your authentic self? Catering to others’ preferences hinders performance
| Autor: | Laura Huang, Francesca Gino, Ovul Sezer |
|---|---|
| Rok vydání: | 2020 |
| Předmět: |
Organizational Behavior and Human Resource Management
media_common.quotation_subject 05 social sciences Control (management) 050109 social psychology Interpersonal communication Outcome (game theory) Feeling Impression management 0502 economics and business medicine Anxiety 0501 psychology and cognitive sciences medicine.symptom Psychology Social psychology 050203 business & management Applied Psychology media_common |
| Zdroj: | Organizational Behavior and Human Decision Processes. 158:83-100 |
| ISSN: | 0749-5978 |
| DOI: | 10.1016/j.obhdp.2020.01.003 |
| Popis: | When approaching interpersonal first meetings (e.g., job interviews), people often cater to the target’s interests and expectations to make a good impression and secure a positive outcome such as being offered the job (pilot study). This strategy is distinct from other approaches identified in prior impression management research (Studies 1A, 1B and 1C), and does not produce the benefits people expect. In a field study in which entrepreneurs pitched their ideas to potential investors (Study 2), catering harmed investors’ evaluations, while being authentic improved them. People experience greater anxiety and instrumentality when they cater to another person’s preferences than when they behave authentically (Studies 3A and 3B). Compared to behaving authentically or to a control condition, catering harms performance because trying to anticipate and fulfill others’ preferences feels instrumental and increases anxiety (Studies 4 and 5). Taken together, these results suggest that although people believe using catering in interpersonal first meetings will lead to successful outcomes, the opposite is true: catering creates undesirable feelings of instrumentality for the caterer, increases anxiety, and ultimately hinders performance. |
| Databáze: | OpenAIRE |
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