Impression Management Tactics and Performance Ratings: A Moderated-Mediation Framework

Purpose: The objective of this study is to contribute to the sales management literature by analyzing whether self-monitoring dimensions (the ability to adjust the presentation of one’s self and the sensitivity to the expressive behaviors of others) play a moderating role in the use of impression management—supervisor liking—performance rating nomological network.

Methodology/approach: Empirical analysis is based on dyadic data from 122 industrial salespeople and their sales managers in 9 different industries. Structural equation modelling was used to analyze the psychometric proprieties of the measurement scales, and conditional process analysis was used to test the proposed hypotheses.

Research implications: The results obtained indicate that the use of supervisor-focused impression management tactics is an indirect antecedent of a salesperson’s performance rating through sales manager liking, but not the self-focused tactics. Results also show that a self-monitoring dimension i.e., the ability to adjust the presentation of one’s self, moderates the “impression management—supervisor liking—performance rating” chain. These results provide an increased understanding of the processes involved in sales managers—salespeople’s interactions.

Practical implications: The main implication for salespeople is that the use of impression management tactics to influence performance ratings only is effective when they use supervisor-focused tactics because attempts to influence via self-focused tactics will not have any effect. The most important implication for sales managers’ is that not all impression management tactics are successfully executed and that the identification of combinations of impression management tactics and the levels of salespeople’s self-monitoring can positively influence performance appraisals by generating evaluative biases. Given that evaluative biases can produce inequitable behaviors by sales managers in the task assignments and support provided to the salespeople, it is important that sales managers are aware of when they can occur (i.e., when salespeople with a moderate ability to adjust their self-presentation use supervisor-focused tactics).

Originality/value/contribution of the article: This article contributes to the existing knowledge by two important means. First, this study proposes a model and presents an empirical test of constructs that mediate (i.e., supervisor liking) and moderate (i.e., self-monitoring dimensions) the “use of impression management tactics—sales manager liking—performance appraisal” relation. This model responds to calls for studies that analyze how impression management tactics are related to performance appraisal and when the relation between the use of these tactics and performance rating occurs. Two, this study uses data from both salespeople and their sales managers, which minimizes any risk of common method variance bias.     

Agglomeration, Relative Wage Costs and Foreign Direct Investment—Evidence from Swedish MNCs 1974–1998

This paper examines the relationship between agglomeration economies and relative wage costs in influencing location of multinational corporations. An inflow of firms to certain regions and industries is likely to increase demand for labor. If mobility of labor is low increased costs can be expected to deter additional inflows of firms, albeit agglomeration economies may compensate for higher wages. Despite its important policy implications this relationship has to our knowledge not been exposed to empirical testing. The empirical analysis finds that foreign direct investment has become increasingly sensitive to differences in wage cost across industrialized countries, but also that agglomeration economies related to knowledge externalities positively influences higher costs. The relative strength of these two forces impacts the spatial distribution of production.

工业智能化对社会经济发展影响的研究趋势

作为第四次工业革命的核心,工业智能化将对社会生产产生颠覆性影响。在全球经济形势不断收紧的当下,世界主要国家不断加大智能生产设备研发投入,旨在通过智能革命实现经济新一轮跃升。对于发展中的中国而言,加速推动工业智能化改造是快速实现经济发展高质量转型,抢占经济发展先机,实现经济赶超的重要途径。在综合梳理工业智能化相关研究文献的基础上,从工业智能化引致的生产效率、劳动就业、收入分配以及产业结构变动出发,系统梳理工业智能化相关研究综述,在此基础上总结当前工业智能化相关研究的不足,并进一步分析该领域可拓展的研究方向。     

广东承接新一轮国际产业转移的策略研究

新一轮国际产业转移孕育着新的机遇，广东应以这次产业转移为契机，及时调整产业发展路向，并通过营造适宜产业发展的环境、创新利用引资渠道、发挥产业“簇群”效应、培育技术创新体系、重构粤港澳经贸合作平台等措施，有效承接国际产业转移。     

以技术创新 技术进步为基点 调整产业结构促进矿区经济发展

随着资源的不断开采,资源储量的不断减少,依靠当地资源发展起来的矿区,面临着衰败的危险。而产业结构问题是制约我国矿区经济发展的首要问题,分析资源衰竭型矿区现有产业结构的弊端,并且基于技术创新、技术进步,提出调整产业结构的相应措施     

美国和欧盟反倾销法实体规则的比较

美国和欧盟的反倾销法规分属于普通法系和大陆法系两个不同的架构体系,两套反倾销法规在实体规则中关于倾销行为的认定、产业损害的确认、倾销行为与产业损害因果关系的认定以及价格承诺制度、反规避规则、反吸收规则等方面既有极大的相同之处,又存在明显的差异.     

温州电器产业出口状况和国际竞争力问题

在当前经济全球化环境下,特别是中国加入WTO后,电器产业正遭遇着前所未有的国际竞争。以对温州电器产业的调查为例,从温州电器产业的出口现状来看,有诸多关键因素影响着温州电器产业的国际竞争力,所以必须制定适应国际竞争需要的产业发展规划。     

聚集经济问题与我国农村城镇化水平的提高

“聚集经济”是城市和区域经济理论中的经典思想 ,“聚集经济”的本质是通过规模经济来获得成本的降低和经济效益的提高。应用“聚集经济”理论分析了我国农村城镇化的特点和不利后果 ,探索实现我国小城市的可持续发展之路     

振兴东北老工业基地与产业政策分析

产业政策是根据一国或地区经济发展的具体情况制定,并随着社会经济的变化不断发展和完善的。经济结构失调及其经济发展效能低下是东北地区经济发展速度相对落后的原因。应实施宏观结构优化、国家与东北地区产业结构发展规划的高度统一、建立生产要素市场等产业政策,以促进东北老工业基地的产业结构转换。     

哈大齐工业走廊建设研究

哈尔滨、大庆和齐齐哈尔三市具有建设工业走廊的地理、资源、产业、技术等基础条件和区位优势，具备有利的国际国内环境，构建哈大齐工业走廊对促进黑龙江省乃至东北地区的经济发展和振兴东北老工业基地具有重要意艾。加快交通运输基础设施建设、协调产业布局和区域分工、统筹规划资源共享等一些发展措施将推进哈大齐工业走廊的开发建设，提高整体效益。同时与哈尔滨——大连经济带有机结合将提升哈大齐工业走廊的战略地位和影响。