Seductive Language for Narcissists in Job Postings

Prior research indicates that narcissistic executives engage in earnings management and other negative organizational behaviors, and many studies ponder why firms hire such individuals, especially into corporate accounting positions. Utilizing a selection of terms from real-world job postings that we characterize as describing either a “Rule-Bender” or “Rule-Follower” candidate, we first conduct several validation studies which reveal that these terms vary predictably across types of job postings, that people generally agree with our categorization of these terms, and that Rule-Benders are viewed as possessing worse managerial skills but a higher proclivity for unethical behavior. We then demonstrate that narcissistic job seekers are more attracted to job postings that describe the ideal candidate using Rule-Bender terms for both general positions (Experiment 1) and senior accounting positions (Experiment 2). Finally, we examine firm characteristics that might lead professional recruiters to incorporate Rule-Bender language into Chief Accounting Officer job postings and find that Rule-Bender terms are preferred for higher-growth, higher-innovation firms (Experiment 3), and when more aggressive reporting would benefit the firm (Experiment 4). Our results suggest that recruiters’ language choices can attract Rule-Bending narcissists to firms, perhaps even in unintended circumstances. This paper was accepted by Ranjani Krishnan, accounting. Supplemental Material: The online appendix and data files are available at https://doi.org/10.1287/mnsc.2024.05254 .