Persuasion through artifacts: Sociological and psychological dimensions
Persuasion through artifacts: Sociological and psychological dimensions

Summary/Abstract: Research suggests that applicants use various impression management tactics during employment interviews to influence interviewers' evaluations of their performance. Yet, little research has examined inteviewers/perceptions of applicant's impression management and their degree of nonverbal influence. This PhD study examines these questions, using both quantitative and qualitative data: Do interviewers accurately perceive applicant's impression management tactics? How are these perceptions integrated into their evaluations of applicant's nonverbal behaviour? Is perception accuracy influenced by artifacts (professional clothing) that interviewees wear? It has cross-cultural design, because describes the differences in European Commission interviewers' social perceptions and Romanian human resources managers on one hand, and between social perceptions of European Commission public servants and Romanian employees on the other hand, concerning 12 key concepts: persuasion, first impressions, professional image, credibility, authenticity, competence, self- confidence, self-management, self-presentation, self-promotion, impression management tactics, professional appearance.

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