The effect of applicant influence tactics on recruiter perceptions of fit and hiring recommendations: a field study

J Appl Psychol. 2004 Aug;89(4):622-32. doi: 10.1037/0021-9010.89.4.622.


The present study examined the effect of applicant influence-tactic use on recruiter perceptions of fit. Two tactics, ingratiation and self-promotion, were expected to have positive effects on recruiter perceptions of fit and on recruiter hiring recommendations. In addition, the authors expected recruiter fit perceptions to mediate the relationship between applicant influence tactics and recruiter hiring recommendations. Results suggested that ingratiation had a positive effect on perceived fit and recruiter hiring recommendations (and indirectly, on receipt of a job offer). In addition, perceived fit mediated the relationship between ingratiation and hiring recommendations. The effects of self-promotion on fit and hiring recommendations were generally weak and nonsignificant. Implications and directions for future research are discussed.

MeSH terms

  • Adult
  • Female
  • Humans
  • Interpersonal Relations
  • Interviews as Topic
  • Job Application*
  • Leadership
  • Male
  • Models, Statistical
  • Personality*
  • Personnel Selection*
  • Self-Assessment
  • Social Behavior*