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  • 2022
  • Working Paper
  • HBS Working Paper Series

Fostering Perceptions of Authenticity via Sensitive Self-Disclosure

By: Li Jiang, Leslie John, Reihane Boghrati and Maryam Kouchaki
  • Format:Print
  • | Language:English
  • | Pages:57
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Abstract

Leaders’ perceived authenticity—the sense that they are acting in accordance with their “true self”—is associated with positive outcomes for both employees and organizations alike. How might a leader foster this impression? We show that sensitive self-disclosure, in the form of revealing weaknesses, makes leaders come across as authentic (Studies 1 & 2)—because observers infer that the discloser is not engaging in strategic self-presentation (Study 3). Further, we show that the authenticity gains of sensitive self-disclosure have positive downstream consequences, such as enhancing employees’ desire to work with the leader (Studies 4A and 4B). And, as our conceptual account predicts, these benefits emerge when the revealed weakness is made voluntarily (as opposed to by requirement) (Study 5), and by a relatively high-status person (Study 6). Finally, we conclude by presenting anecdotal field evidence (Study 7) consistent with the causal effects identified in Studies 1-6.

Keywords

Authenticity; Weaknesses; Self-disclosure; Leaders; Impression Management; Leadership Style; Personal Characteristics; Communication Intention and Meaning; Perception

Citation

Jiang, Li, Leslie John, Reihane Boghrati, and Maryam Kouchaki. "Fostering Perceptions of Authenticity via Sensitive Self-Disclosure." Harvard Business School Working Paper, No. 20-070, January 2020. (Revised February 2022.)
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About The Author

Leslie K. John

Negotiation, Organizations & Markets
→More Publications

More from the Authors

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    When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms

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    Sugar-sweetened Beverage Purchases and Intake at Event Arenas with and without a Portion Size Cap

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    • November 2021
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    By: Grant E. Donnelly, Paige Guge, Ryan Howell and Leslie John
More from the Authors
  • When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms By: Elizabeth A. Keenan, Anne V. Wilson and Leslie K. John
  • Sugar-sweetened Beverage Purchases and Intake at Event Arenas with and without a Portion Size Cap By: Sheri Volger, James Scott Parrott, Brian Elbel, Leslie K. John, Jason P. Block, Pamela Rothpletz-Puglia and Christina A. Roberto
  • A Salient Sugar Tax Decreases Sugary Drink Buying By: Grant E. Donnelly, Paige Guge, Ryan Howell and Leslie John
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