Unintended Consequences of Indirect Impression-Management

This research examines the consequences of an under-studied, yet prevalent indirect impression-management tactic: communicating the prosocial behaviors of others. We find that when individuals publically communicate (vs. think about or privately write about) the positive behaviors of others, this can lead the communicator to behave less prosocially on subsequent tasks.


Kirk Kristofferson and Katherine White (2016) ,"Unintended Consequences of Indirect Impression-Management", in NA - Advances in Consumer Research Volume 44, eds. Page Moreau, Stefano Puntoni, and , Duluth, MN : Association for Consumer Research, Pages: 246-250.


Kirk Kristofferson, Arizona State University, USA
Katherine White, University of British Columbia, Canada


NA - Advances in Consumer Research Volume 44 | 2016

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