Norris, Sharon E., and Tracy H. Porter. “Making an Impression: The Influence of Self-Esteem, Locus of Control, Self-Monitoring and Narcissistic Personality on the Use of Impression Management Tactics.” The Journal of Organization, Management & Leadership 1, no. 1 (2011).
Abstract: In today’s competitive work environment, people use impression management tactics to influence others and increase their perceived value to the organization. People also use impression management tactics to improve social image, gain approval or protect self-image, yet not all individuals use impression management tactics in the same way. With a sample of 132 undergraduate students, a positive relationship was reported between locus of control, self-monitoring,
narcissistic personality and the use of impression tactics. Additionally, narcissistic personality and self-monitoring are the best predictors of impression management tactics. The findings of this study add another dimension to the longstanding
debate between management and leadership by suggesting that future researchers explore the differences between impression management and leadership.
