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  • December 2022
  • Article
  • Journal of Experimental Psychology: Applied

Fostering Perceptions of Authenticity via Sensitive Self-Disclosure

By: Li Jiang, Leslie K. John, Reihane Boghrati and Maryam Kouchaki
  • Format:Print
  • | Pages:18
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Abstract

Leaders’ perceived authenticity—the sense that leaders are acting in accordance with their “true self”—is associated with positive outcomes for both employees and organizations alike. How might leaders 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, 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 are more pronounced if the disclosure is made by a relatively high-status person (Study 6). We also present 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; Motivation and Incentives

Citation

Jiang, Li, Leslie K. John, Reihane Boghrati, and Maryam Kouchaki. "Fostering Perceptions of Authenticity via Sensitive Self-Disclosure." Journal of Experimental Psychology: Applied 28, no. 4 (December 2022): 898–915.
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About The Author

Leslie K. John

Negotiation, Organizations & Markets
→More Publications

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More from the Authors
  • Giving-by-proxy Triggers Subsequent Charitable Behavior By: Samantha Kassirer, Jillian J. Jordan and Maryam Kouchaki
  • Reaching for Rigor and Relevance: Better Marketing Research for a Better World By: Shilpa Madan, Gita Venkataramani Johar, Jonah Berger, Pierre Chandon, Rajesh Chandy, Rebecca Hamilton, Leslie John, Aparna Labroo, Peggy J. Liu, John G. Lynch, Nina Mazar, Nicole Mead, Vikas Mittal, Christine Moorman, Michael I. Norton, John Roberts, Dilip Soman, Madhu Viswanathan and Katherine White
  • Authentic First Impressions Relate to Interpersonal, Social, and Entrepreneurial Success By: David M. Markowitz, Maryam Kouchaki, Francesca Gino, Jeffrey T. Hancock and Ryan L. Boyd
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