Averting Expected Challenges Through Anticipatory Impression Management: A Study of Hospital Billing
Published Online:1 Feb 1998https://doi.org/10.1287/orsc.9.1.68
References
- , Giacalone R. A. , Rosenfeld P. Self-presentation styles in organizations. Impression Management in the Organization (1989) (LEA, Hillsdale, NJ) 125 140 Google Scholar
- The mindlessness of organizational behaviors. Human Relations (1988) 41 4 305 329 Crossref, Google Scholar
- Trying to look bad at work: Methods and motives for managing poor impressions in organizations. Acad. Management J. (1995) 38 174 199 Crossref, Google Scholar
- Accounts, Excuses, and Apologies. A Theory of Image Restoration Strategies (1995) (State University of New York Press, Albany, NY) Google Scholar
- Causal accounts and managing organizational conflict: Is it enough to say it's not my fault? Comm. Res. (1988) 15 381 399 Crossref, Google Scholar
- Critical service encounters: The employee's viewpoint. J. Marketing (1994) 58 4 95 106 Crossref, Google Scholar
- , Clark M. , Fiske S. Emotional influences in memory and thinking: Data and theory. Affect and Cognition (1982) (Lawrence-Erlbaum, Hillsdale, NJ) Google Scholar
- , Kramer R. M. , Tyler T. R. Understanding the interaction between procedural and distributive justice: The role of trust. Trust in Organizations (1996) (Sage, Thousand Oaks, CA) 390 413 Crossref, Google Scholar
- , Sitkin S. B. , Bies R. J. Communication under conditions of litigation risk: A grounded theory of plausible deniability in the Iran-contra affair. The Legalistic Organization (1994) (Sage, Thousand Oaks, CA) 251 280 Google Scholar
- Origins and functions of positive and negative affect: A control-process view. Psych. Rev. (1990) 1 19 35 Crossref, Google Scholar
- Influence: The New Psychology of Modern Persuasion (1984) (Quill, New York) Google Scholar
- Acceptable Risk? (1989) (University of California Press, Berkeley, CA) Google Scholar
- Beyond service fads—Meaningful strategies for the real world. Sloan Management Rev. (1989) 30 4 69 76 Google Scholar
- The iron cage revisited: Institutional isomorphism and collective rationality in organizational fields. Amer. Sociological Rev. (1983) 48 147 160 Crossref, Google Scholar
- Keeping an eye on the mirror: Image and identity in organizational adaptation. Acad. Management J. (1991) 34 517 554 Crossref, Google Scholar
- Building theory from case study research. Acad. Management Rev. (1989) 14 532 550 Crossref, Google Scholar
- Managing organizational legitimacy in the california cattle industry: The construction and effectiveness of verbal accounts. Admin. Sci. Quart. (1994) 39 57 88 Crossref, Google Scholar
- Acquiring organizational legitimacy through illegitimate actions: A marriage of institutional and impression management theories. Acad. Management J. (1992) 35 4 699 738 Crossref, Google Scholar
- Social Cognition (1991) 2nd ed. (McGraw-Hill, New York) Crossref, Google Scholar
- , Staw B. M. , Cummings L. L. Consequences of public scrutiny for leaders and their organizations. Research in Organizational Behavior (1996) 19 (JAI Press, Greenwich, CT) Google Scholar
- Impression management: An observational study linking audience characteristics with verbal self-presentations. Acad. Management J. (1988) 31 42 65 Crossref, Google Scholar
- , Cummings L. L. , Staw B. M. Organizational impression management as a reciprocal influence process: The neglected role of the organization audience. Research in Organization Behavior (1992) 15 (JAI Press, Greenwich, CT) Google Scholar
- , Giacalone R. A. , Rosenfeld P. Establishing fairness in the eye of the beholder: Managing impressions of organizational justice. Applied Impression Management in Organizations. How Image-Making Affects Managerial Decisions (1991) (Sage, Thousand Oaks, CA) 111 132 Google Scholar
- Source credibility and response to fear-arousing communications. Speech Monographs (1965) 32 95 101 Crossref, Google Scholar
- Disclaimers. Amer. Sociological Rev. (1975) 40 1 1 11 Crossref, Google Scholar
- , Giacalone R. A. , Rosenfeld P. The business of excuses. Impression Management in the Organization (1989) (Erlbaum, Hillsdale, NJ) Google Scholar
- Conformity, status, and idiosyncrasy credit. Psych. Rev. (1958) 65 117 127 Crossref, Google Scholar
- , Denzin N. K. , Lincoln Y. S. Data management and analysis methods. Handbook of Qualitative Research (1994) (Sage Publications, London, UK) Google Scholar
- Hospitals and consumer advocates work on ways to improve billing. Hospitals June (1992) 20 29 31 Google Scholar
- The influence of positive affect on decision-making strategy. Soc. Cognition (1983) 2 18 31 Crossref, Google Scholar
- , Clark M. S. , Fiske S. T. Some factors influencing decision making strategy and risk-taking. Affect and Cognition: The Seventeenth Annual Carnegie-Mellon Symposium on Cognition (1982) (Erlbaum, Hillsdale, NJ) 243 261 Google Scholar
- Do you “accentuate the positive, eliminate the negative” when you are in a good mood? Soc. Psych. Quart. (1982) 45 58 63 Crossref, Google Scholar
- Crucial Decisions (1989) (The Free Press, New York) Google Scholar
- CEOs: There's no simple cure for billing and pricing woes. Hospitals (1992) 26 7 . June 20 Google Scholar
- , Suls J. Toward a general theory of strategic self-presentation. Psychological Perspectives on the Self (1982) 1 (Erlbaum, Hillsdale, NJ) 231 262 Google Scholar
- The language of persuasion. Psych. Today (1985) 4 40 46 Google Scholar
- Intraorganizational influence tactics: Explorations in getting one's way. J. Appl. Psych. (1980) 65 4 440 452 Crossref, Google Scholar
- Automaticity in Conversations: A Reexamination of the Mindlessness Hypothesis. J. Personality and Soc. Psych. (1988) 54 219 224 Crossref, Google Scholar
- Mindfulness (1989) (Addison-Wesley, Reading, MA) Google Scholar
- Emotion and Adaptation (1991) (Oxford University Press, New York) Crossref, Google Scholar
- , Berkowitz L. Findings and theory in the study of fear communications. Advances in Experimental Social Psychology (1970) 5 (Academic Press, New York) 119 186 Google Scholar
- Ingratiatory behaviors in organizational settings. Acad. Management Rev. (1988) 13 572 587 Crossref, Google Scholar
- Victims and shareholders: The dilemmas of presenting corporate policy during a crisis. Acad. Management J. (1991) 34 281 305 Crossref, Google Scholar
- Institutionalized organizations: Formal structure as myth and ceremony. Amer. J. Sociology (1977) 83 340 363 Crossref, Google Scholar
- The role of employee effort in satisfaction with service transactions. J. Bus. Res. (1995) 32 3 239 252 Crossref, Google Scholar
- For-profit hospitals waving goodbye to era of high prices. Modern Healthcare (1993) 33 36 . March 22 Google Scholar
- Distraction increases yielding to propaganda by inhibiting counterarguing. J. Personality and Soc. Psych. (1970) 15 344 358 Crossref, Google Scholar
- , Cummings L. L. , Staw B. M. Management as symbolic action: The creation and maintenance of organizational paradigms. Research in Organizational Behavior (1981) 3 (JAI Press, Greenwich, CT) 1 52 Google Scholar
- The External Control of Organizations: A Resource Dependence Perspective (1978) (Harper and Row, New York) Google Scholar
- Emotional contrast strategies as means of social influence: Lessons from criminal interrogators and bill collectors. Acad. Management J. (1991) 34 749 775 Crossref, Google Scholar
- Guilt, perceived injustice, and altruistic behavior. J. Personality and Soc. Psych. (1971) 18 124 132 Crossref, Google Scholar
- How tobacco executives live with themselves. Bus. Soc. Rev. (1994) 22 34 . Spring Google Scholar
- Impression Management, the Self-concept, Social Identity, and Interpersonal Relations (1980) (Brooks/Cole, Monterey, CA) Google Scholar
- , Sorrentino R. , Higgins E. T. Feelings as information: Information and motivational functions of affective states. Handbook of motivation and Cognition: Foundations of Social Behavior (1990) 2 (Guilford Press, New York) 527 561 Google Scholar
- The adolescence of institutional theory. Admin. Sci. Quart. (1987) 32 493 511 Crossref, Google Scholar
- The effects of explanations on negative reactions to deceit. Admin. Sci. Quart. (1991) 36 614 630 Crossref, Google Scholar
- Threats, bluffs and disclaimers in negotiations. Organ. Behavior and Human Decision Processes (1994) 60 14 35 Crossref, Google Scholar
- Social accounts in conflict situations: Using explanations to manage conflict. Human Relations (1993) 46 3 349 370 Crossref, Google Scholar
- Excuses: Masquerades in Search of Grace (1983) (John Wiley & Sons, New York) Google Scholar
- A role theory perspective on dyadic interactions: The service encounter. J. Marketing (1985) 49 1 99 111 Crossref, Google Scholar
- The justification of organizational performance. Admin. Sci. Quart. (1983) 28 582 600 Crossref, Google Scholar
- Threat-rigidity, effects in organizational behavior: A multi-level analysis. Admin. Sci. Quart. (1981) 26 501 524 Crossref, Google Scholar
- What about that $35 aspirin? Gore confronts hospital industry at health care talks. Atlanta Journal/Constitution (1993) A6 . March 30 Google Scholar
- Fear appeals: Revisited and revised. J. Consumer Res. (1974) 1 22 34 Crossref, Google Scholar
- Maintaining organizational norms about expressed emotions: The case of bill collectors. Admin. Sci. Quart. (1991) 36 245 268 Crossref, Google Scholar
- The stigma of bankruptcy: Spoiled organizational image and its management. Acad. Management J. (1987) 30 405 436 Crossref, Google Scholar
- , Staw B. M. , Cummings L. L. Consequences of public scrutiny for leaders and their organizations. Research Organization Behavior (1996) 18 (JAI Press, Greenwich, CT) 201 250 Google Scholar
- , Kahn R. L. , Zald M. W. Transforming failure into success: Impression management, the reagan administration, and the iceland arms control talks. International Cooperation and Conflict: Perspectives from Organizational Theory (1990) (Jossey-Bass, San Francisco, CA) 221 245 Google Scholar
- Asymmetrical effects of positive and negative events: The mobilization-minimization hypothesis. Psych. Bull. (1991) 110 1 67 85 Crossref, Google Scholar
- Impression Management Theory and Social Psychological Research (1981) (Academic Press, New York) Google Scholar
- , Bacharach S. B. , Lawler E. J. Impression management and influence in the organization. Research in the Sociology of Organizations (1984) 3 (JAI Press, Greenwich, CT) 31 58 Google Scholar
- The truth about hospital charges. The Atlanta Journal/Constitution (1993a) A1 . September 12 Google Scholar
- Hospital bills: Tough to untangle. The Atlanta Journal/Constitution (1993b) A1 . December 5 Google Scholar
- Influence tactics, affect, and exchange quality in supervisor-subordinate interactions: A laboratory experiment and field study. J. Appl. Psych. (1990) 75 5 487 499 Crossref, Google Scholar
- Agenda setting in organizational behavior: A theory focused approach. J. Management Inquiry (1992) 1 171 182 Crossref, Google Scholar
- Reputation and corporate strategy: A review of recent theory and applications. Strategic Management J. (1988) 9 443 454 Crossref, Google Scholar
- , Clark M. S. , Fiske S. T. The emotional consequences of causal ascriptions. Affect and Cognition (1982) (Erlbaum, Hillsdale, NJ) 185 209 Google Scholar
- An attributional analysis of excuse giving: Studies of a naive theory of emotion. J. Personality and Soc. Psych. (1987) 52 2 316 324 Crossref, Google Scholar

