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Even though there has been anecdotal evidence regarding the use of ingratiation techniques in retail salesperson-shopper interactions, surprisingly, there has been limited research on the nature of these ingratiatory techniques and their impact on consumers’ perceptions and attitudes. The research reported here was conducted to determine the extent to which different ingratiation techniques that have been identified as techniques used in non-retailing domains are also used by retail salespersons in salesperson-shopper interactions. In addition, it sought to assess whether there are additional ingratiation techniques used by retail salespersons in salesperson-shopper interactions that have not been identified in existing ingratiation literature. The paper aims to discuss these issues.

Two studies, drawing on research on ingratiation in other domains, were conducted in pursuit of realising the purpose. Study 1 was a survey involving a sample of 282 participants, which yielded 267 useable critical incident reports and 283 discrete examples of ingratiatory behaviours. Participants responded to various questions including a critical incident question. Cross-tabulations were, for the main part, used in assessing responses. A second survey involving 158 participants was undertaken as a verification study. This Study 2 yielded 144 useable responses.

Based on a critical incident technique (CIT), other enhancement: compliment and praise was the ingratiation technique most frequently cited by participants in the first sample, with product-customer enhancement being second and favour-rendering third. The Study 2 confirmed other enhancement: compliment and praise and product-customer enhancement as the top two techniques. Four new categories of ingratiatory behaviours emerged in retail salesperson-shopper interactions, and many of the ingratiatory behaviours previously identified in non-retailing contexts also exist in this retailing context.

Both samples are US samples, and the method used was the CIT. Though the US samples are appropriate for this study, the study could be extended to other groups and across cultures, to see whether cultural differences in the use of, and consumer responses to, ingratiation techniques exist. The study also did not look at the retail salespeople’s perspectives regarding the use of these techniques. Hence further research should address dyadic interpretations of a single ingratiatory encounter; and efforts should also be made to assess how consumers respond to ingratiation in retailing.

The studies result in a classification of the influence techniques used most often in retail settings in the USA. Retailers should be aware that customers may, therefore, expect certain kinds of influence tactics and may not respond in the same way when there is a departure from a “customary” influence tactic.

Not much research has explored the different kinds of ingratiation techniques used in retail contexts; nor has the stream of research sought to categorise them.

The purpose of this paper is to investigate the use of graphs in corporate sustainability reports and attempt to determine, first, whether the use of graphs appears to be associated with attempts at impression management, and second, whether differences across three levels of reporting regulatory structure are associated with differences in the level of impression management.

Based on a sample of 120 sustainability reports issued by firms from six different countries, the authors empirically test for differences in presentation of favourable, as opposed to unfavourable, items (enhancement) and for differences in the direction of materially distorted graphs (obfuscation).

For the overall sample, substantial evidence was found of both enhancement and obfuscation in the graph displays. Also, more limited evidence was found that impression management differs across companies facing different regulatory structures.

The authors investigate graph use for only one year's reports and for a sample of large companies from only six different countries. Further, the enhancement findings are not evidence that the companies are necessarily providing misleading information. However, the results show that the way information is being provided in corporate sustainability reports appears to be manipulated by the firms to enhance a positive image and to obfuscate negative trends. The reports may thus be less about increasing corporate accountability across the social and environmental domains than about managing impressions. Hence, it may be beneficial for advocate organizations, such as the Global Reporting Initiative, to provide additional guidance on “how” information gets portrayed in sustainability reports.

The paper expands prior research into corporate manipulation of graphs to the domain of sustainability reporting and adds further evidence that the reporting needs to be carefully assessed.

The purpose of this paper is to investigate whether analysts’ personal cognitive traits mitigate the efficacy of graphical impression management.

Three experiments are conducted wherein 525 professional accountants working as financial analysts rate a hypothetical company’s performance graph depicting its net income trend. The manipulation is the presence (absence) of impression management techniques. Hypotheses test whether different techniques are effective and whether analysts’ cognitive reflection ability mitigates manipulation efficacy.

Presentation enhancement is effective only with impulsive analysts, showing the weakness of this technique through the use of colors. Measurement distortion and selectivity techniques are effective for reflective and impulsive analysts; however, reflective analysts are more critical about graphs prepared via selectivity that emphasize profit recovery following crises.

Each impression management technique is investigated in isolation and in controlled conditions. Further research could consider how personal cognitive traits impact the efficacy of combined techniques and whether imbedding manipulated graphs with other information mitigates impression management efficacy.

Research on impression management is mostly “task-oriented;” few “people-oriented” studies focus on decision making by those using financial reports. Users’ cognitive reflection ability is shown to undermine the efficacy of some impression management techniques.

Financial analysts, auditors and regulators could develop mechanisms to avoid pervasive usage of (or enhance skepticism regarding) techniques not mitigated by users’ reflectiveness.

Evidence from financial analysts with an accounting background provides insights on individual characteristics’ influence on graphical impression management efficacy.

Social media has the potential to enable exchange of diverse opinions, foster dialogue on important social issues and exert positive influence on stakeholders and society. However, evidence is contradictory as to whether this is the case; it is possible that millennials' behaviors on social media are mainly driven by conservation (conformity and safety) or self-enhancement (power and achievement). In this research, the authors examine the extent to which different human values (self-transcendence, conservation, self-enhancement and openness to change) influence millennials' activities and behaviors on social media.

The authors conduct three separate surveys on Facebook, Twitter and Instagram with 491 millennials (18–34 years of age) in the USA, examining the influence of four higher-order values of the Schwartz human values model (open self-transcendence, conservation, self-enhancement and openness to change) on specific social media activities (consumption, self-focused and sharing nonpersonal content activities).

First, the authors find that for millennial users, human values significantly influence social media activities. Second, conservation values, followed by self-enhancement values, overshadow the expression of open self-transcendence values on social media. Thus, social media platforms may function more as agents of conservation and self-enhancement than agents of personal growth.

This is among the first studies to examine the influence of human values on social media and to find that human values such as conservation and self-enhancement have a strong influence on users' social media activities, while open self-transcendence values, which lead to expansion and growth, do not find genuine expression on social media.

The purpose of this study is to conduct a comprehensive investigation into the utilization of visual impression management techniques within sustainability reporting. Specifically, the study aims to determine whether Italian companies employ impression management tactics in the presentation of graphs within their sustainability reports and, thus, problematize visual data communication in corporate social responsibility (CSR).

The research adopts a multimodal content analysis of the 58 sustainability reports from Italian listed companies that are GRI-compliant. The analysis focused on three types of graphs: pie charts, line graphs and bar graphs. In total, 860 graphs have been examined.

The study found evidence of graphical distortion techniques being employed by companies in their sustainability reports to create a favorable impression. Specifically, graph distortions are found in column graphs and not in line or pie charts. In particular, selectivity, presentation enhancement and measurement distortion techniques seem to be extensively used when adopting column graphs in sustainability communication. Moreover, social sustainability–related topics tend to be more represented of other area of CSR reporting. This suggests that companies, whether consciously or unconsciously, engage in impression management techniques when using graphs in their sustainability reports.

The study findings suggest that more consciousness is needed for companies when engaging in the construction and selection of graphs in their sustainability reports and that decision-makers should develop a clear guide for ethical visual communication.

The paper systematically analyzes visual impression management techniques in communicating sustainability data and, in particular, advances literature on graphical distortion. The value lies in empirical evidence of distortion adoption in GRI-compliant reports as well as problematizing visual data communication as a fundamental challenge for sustainability communication management.

Multi-party systems (MPS) comprise interdependent stakeholders (teams, organizations) that engage in complex interactions and negotiations. Building on the approach/inhibition theory of power, the self-enhancement strategy and on social interdependence theory, this study aims to understand the mediating role of attributions (i.e. perception of who/what is responsible for a certain outcome) in the relation between perceptions of the stakeholders’ power (i.e. self-perceptions of power, power ascribed to others and others’ perception of one’s own power) and their perceptions of intergroup climate and future collaborative intentions.

Data were collected from 30 groups (113 participants) that took part in five multi-party simulations concerning the negotiation of funds allocation among six stakeholders. The authors have evaluated attributions, intergroup climate and future collaborative intentions using questionnaires and different facets of systemic power were derived from a round-robin procedure.

Mixed models and multi-level mediation analyses were carried out, and the results show that self-attributed power and power attributed by others predict internal attributions, while power attributed to others predicts external attributions. Moreover, attributions mediate the relationship between perceived power and future collaborative intention, as well as between power and perceptions of intergroup climate.

Managing the multi-party systems is a complex endeavor, and the results point toward ways in which power dynamics in multi-party systems can be addressed.

To the best of authors’ knowledge, this study is among the first empirical attempts to explore the association between the perceptions of power and attributions in multi-party systems engaged in negotiation tasks.

The literature has been searched for experiments on communication within organizational frameworks. Some apparently relevant work is cited and discussed in terms of an “anxiety arousal” hypothesis of communication within organizations. The effects upon communication of hierarchical status, organizational mobility, power and ingratiation are discussed. The paper concludes with a series of hypotheses about communication within school systems that could be the subject of empirical investigation by students of educational administration.

This paper suggests that motives for engaging in affiliative‐promotive “helping” extra‐role behavior is related to cross‐cultural differences. The cultural dimensions of in‐group collectivism, uncertainty avoidance, performance orientation, and humane orientation, and their differential effect on helping extra‐role behavior in a diverse workforce are examined. Theoretical implications provide guidance for future empirical research in this area, and provide managers with more realistic expectations of employee performance in the workplace.

The aim of the study is to investigate managerial perception-based determinants of the adoption of sustainability reporting (SR) by companies in Uganda.

This study is cross-sectional. Data were collected through a questionnaire survey of 194 companies belonging to the Uganda Manufacturers Association (UMA) and were analysed using multiple regression analysis.

The findings suggest that lack of expertise, lack of training and negative attitudes/beliefs towards SR are significant and negative determinants of the adoption of SR. The results also show that resources, free training and support and positive attitudes/beliefs towards SR are significantly and positively associated with the likelihood of the adoption of SR. Lack of time, lack of legal requirements and lack of stakeholder pressure are not significant determinants of the adoption of SR.

Since the results are based on a questionnaire survey, they may suffer from issues associated with self-reporting data such as consistency seeking, self-enhancement and self-presentation, which may affect the reliability of the data. Nonetheless, the findings imply that there is a need to sensitise, provide free training and support for companies to engage with SR.

There is a need to sensitise, train and provide support for free to encourage companies to engage with SR.

This study contributes to the literature on managerial perception-based determinants of the adoption of SR by extending the analyses using a multivariate approach. This enhances our understanding of how the determinants interact to explain the adoption of SR by companies in developing countries.

Discusses how to replace negative perceptions of librarians with positive ones. Asks key questions about personal style at work: how do I come across? How do I behave? How do I sound? What is my image profile? Who is my audience? Presents a checklist of what is an appropriate image for a professional and what to avoid. Discusses the five linked elements of personal perceptions – appearance, body language, communication style, presence and reputation – and proposes ways to promote a positive image.