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Ability to Manage Resources in the Impression Management Process: The Mediating Effects of Resources on Job Performance

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Abstract

Purpose

Based on the conservation of resource (COR) theory, we hypothesize that one’s ability to manage resources will moderate the relationship between the use of positive impression management (IM) and other desired resources, such that those able to manage resources will have higher levels of social resources (reputation and leader–member exchange) when expending energy through the use of positive IM tactics. Additionally, we expect higher levels of these social resources will lead to higher performance ratings.

Design/Methodology/Approach

We conducted a two-study replication. In Study One (n = 213), data were collected at two time points. Dyadic data were collected in Study Two (n = 83) to demonstrate consistent relationships across two different study designs.

Findings

Our findings indicate that the ability to manage resources is associated with higher levels of social resources, such as reputation and high quality LMX, which are ultimately associated with positive workplace outcomes, specifically job performance.

Implications

The ability to manage one’s resources is a crucial individual capability that allows individuals to secure positive work outcomes. This research highlights the utility of resources management initiatives that organizations might want to provide to their workers, such as equipment, support personnel, and the autonomy to pace oneself during hectic endeavors.

Originality/Value

We investigate an individual difference in the COR process, which is lacking in the current literature (Hobfoll and Shirom 2000). Further, this research examines COR consequences beyond stress-related outcomes. Lastly, our research highlights the value of examining IM in light of COR theory.

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Notes

  1. The authors referred to “self-focused” behaviors in their research, but explicitly referenced exemplification in their description.

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Authors and Affiliations

  1. Department of Management, Canisius College, 2001 Main Street, Buffalo, NY, 14208, USA

    Robyn L. Brouer

  2. Department of Management, Monte Ahuja College of Business, Cleveland State University, 1860 E. 18th St., BU 443, Cleveland, OH, 44115, USA

    Vickie C. Gallagher

  3. Department of Management, Williamson College of Business Administration, Youngstown State University, WCBA 3371, Youngstown, OH, 44555, USA

    Rebecca L. Badawy

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  1. Robyn L. Brouer
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  3. Rebecca L. Badawy
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Brouer, R.L., Gallagher, V.C. & Badawy, R.L. Ability to Manage Resources in the Impression Management Process: The Mediating Effects of Resources on Job Performance. J Bus Psychol 31, 515–531 (2016). https://doi.org/10.1007/s10869-015-9426-5

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