This study investigates how applicant characteristics influence the use of impression management (IM) tactics in interviews, and how these behaviors affect interviewer perceptions of person-job fit (P-J fit) and applicant-interviewer similarity. Results from 72 applicants demonstrated that extraverted applicants made greater use of self-promotion during their interviews, while agreeableness was associated with non-verbal cues. Self-promotion was the IM tactic most strongly related to interviewers’ perceptions of P-J fit, whereas non-verbal IM influenced perceived similarity. The practical implications of these findings for applicant preparation are discussed, as well as concerns regarding the long-term effects of IM use on selection decision making.
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