Impression management by association: Construction and validation of a scale

This study describes the construction and initial validation of a scale that measures four indirect impression management tactics identified by Cialdini (1989). The scale measures the connection-focused tactics of Boasting, Blurring, Blaring, and Burying. The scale development consisted of the multiple stage process identified by Hinkin (1998). Stage 1 included holding three separate focus groups to generate the initial items. Stages 2 and 3 included two data collections to first explore and then confirm the factor structure of the impression management by association scale. A final data collection in Stage 4 assessed the convergent and discriminant validity of the impression management by association scale. Overall, the impression management by association scale satisfactorily represented the four factors conceptualized by Cialdini (1989), although more refinement is needed to better distinguish the Burying from the Blaring factor. (C) 2001 Academic Press.