Does Emotional Intelligence Predict Impression Management

ABSTRACT This study examined the predictive ability of emotional intelligence (EI) to predict impression management. It is assumed that EI, as an intrapersonal and interpersonal ability of recognizing and managing emotions in one's self and in others will have a significant impact on impression management behavior. The sample consisted of 250 middle-level executives from four two-wheeler manufacturing organizations located in northern India. Results based on step-wise regression reveal that Reality Awareness and Controlled Problem Solving dimensions of EI had a positive impact on impression management behavior. However, the Positive Attitude about Life dimension of EI was found to be a strong negative predictor of impression management behavior. The implications of the results are discussed in terms of relevance of emotional intelligence in creating positive impression within the organizational context. KEY WORDS: Emotional Intelligence, Impression Management, Positive Psychology INTRODUCTION The concept of Emotional Intelligence (EI) is attracting the attention of practitioners and researchers from various disciplines. Emotional competencies are found to be crucial for adaptation in various realms of life that has fueled interest in the concept of EI (Cote & Miners, 2006). It has inspired the scientists to explore the relationship of EI with organizationally relevant outcome variables for instance; self rated performance, self efficacy, job satisfaction, personal effectiveness, general health, turnover intention, commitment, trust and organizational effectiveness (Sinha & Jain 2004; Jain & Sinha, 2005; Jain, 201 1). Other recent empirical studies have found EI as an important tool related to positive outcomes such as prosocial behavior, parental warmth, and positive family and peer relations (Mayer, Caruso, & Salovey, 1999; Rice, 1999; Salovey, Mayer, Caruso, & Lopes, 2001; Dulewicz, Higgs & Slaski, 2003). The underlying assumption of all these studies is that EI is a powerful tool for people to enhance their intrapersonal and interpersonal effectiveness both at work and at home. EI provides the potential for performance, rather than performance itself; how one would use this potential is a matter of personal choice. EI can be a powerful tool for top business leaders and managers on the one hand, and for politicians on the other hand. Therefore EI skills can be used not only to manage one's performance and relationships with others, but also to manage one's impression on supervisor and manipulate others at work place. No study is carried out on this subject. Hence, the present research aims to examine the impact of EI on impression management. EI as an intrapersonal and interpersonal skill of recognizing and managing one's and other's emotions may have positive impact on impression management behavior. This study is conceptualized within the framework of positive psychology to increase one's ability to manage one's self. Positive psychology is a movement started by Seligman and Csikszentmihalyi (2000). At a micro level of analysis, the movement focuses on the study and application of positively oriented human resource strengths, and psychological capacities that can be measured, developed, and effectively managed for performance improvement in today's work place (Luthans, 2002). The constructs of EI and impression management can be perceived within the framework of positive psychology. Recent research in the area of impression management suggests that impression management is not a negative construct in absolute sense rather it is good for personal and organizational effectiveness. Grant and Mayer (2009) have found positive interactions between prosocial and impression management motives as predictors of affiliative citizenship behaviors directed toward other people (helping and courtesy) and the organization (initiative). These results suggest that employees who are both good soldiers and good actors are most likely to emerge as good citizens in promoting the status quo. …