Recruitment: Study: Rule-breaking language in job advertisements attracts narcissistic applicants

In addition, this type of phrasing attracts narcissists who are more likely to engage in fraudulent or unethical behavior—especially in accounting positions—according to researchers from the universities of Maryland, Mississippi, and South Carolina. Their findings have been accepted for publication by the journal Management Science.

“Before a single job seeker has even clicked 'apply,' the language in a job posting can be too seductive for narcissists to ignore, increasing the chance of attracting unethical applicants for the position,” said Dr. Nick Seybert, associate professor of accounting at UMD's Robert H. Smith School of Business, in a press release.

Narcissists are no strangers to the workplace. Previous research has shown that they not only hinder team performance, but also have a knack for landing leadership positions. This latest study, the researchers say, may help explain why complacent candidates get hired in the first place; perhaps recruiters are inadvertently using rhetoric that breaks the rules.

In a series of experiments, Seybert and his colleagues measured people's levels of narcissism and examined their attraction to the language of rule breakers. They used the following language of rule breakers versus that of rule followers in their research:

• Ambitious and self-reliant vs. well-founded and cooperative
• Think outside the box vs. Thinks methodically
• Results-oriented, sets goals and strives to achieve them vs. Process-oriented, establishes and strengthens procedures
• Develops creative and innovative problem solutions vs. Relies on proven problem solutions
• Flexible and strategic thinking vs. Concrete and practical thinking
• Communicates in a tactical and persuasive manner vs. Communicates in a direct and precise manner

“We show that narcissists are more likely to be attracted to rule-breaking language in job postings, both for general jobs and accounting positions,” Seybert said. “We then show that professional recruiters are more likely to use rule-breaking language in job postings for more innovative and higher-growth companies, as well as for companies that would benefit from manipulating their earnings.”

Seybert added that his team focused on accounting because “that's an area where narcissists and rule breakers can have the most immediate negative impact.”

What is narcissistic personality disorder?

While some people throw around the term “narcissist” to define anyone who is selfish, charismatic, and successful, narcissistic personality disorder (NPD) is a mental illness. Self-esteem is a crucial component of the disorder, but so is the way the person treats others. The Cleveland Clinic highlights these NPD traits:

• arrogance
  • Behaving in a haughty or contemptuous manner
  • Patronizing behavior
  • Talking or behaving condescendingly
• Belief in superiority
  • They believe that they should only meet with those they consider worthy
  • They think they are special or unique
• Claim
  • Anger when people don’t care about them or don’t appease them
  • Expectation of (inappropriate) preferential treatment
  • Excessive self-esteem
• Frequent envy
  • Belittling or diminishing the achievements of others
  • Expect envy from others
  • Jealousy of others, especially when they are successful
• Common fantasies about having or earning:
  • beauty
  • intelligence
  • Love
  • Performance
  • Self-realization
  • Success
• Grandiose feeling of self-importance
  • Boasting or exaggerating their achievements
  • They overestimate their abilities or place unreasonably high demands on themselves
• Lack of empathy
  • Not reciprocating the kindness and interest of others
  • Saying things that could hurt others
  • Viewing the feelings, needs or desires of others as a sign of weakness
• Need for admiration
  • Fishing for compliments
  • Fragile self-esteem
  • Frequent self-doubt, self-criticism or emptiness
  • Concerned about what others think of them
• Willingness to exploit others
  • Consciously or unconsciously exploiting others
  • Intentionally exploiting others for selfish reasons
  • Develop friendships or relationships with people who boost their self-esteem or status

The American Psychiatric Association estimates that approximately 1 to 2 percent of people in the United States suffer from NPD. In addition, NPD often co-occurs with other mental illnesses such as depression and substance abuse.

People with NPD are unlikely to seek treatment on their own, as they often think there is nothing wrong with them. According to the Cleveland Clinic, there are no medications that directly treat NPD, but a combination of psychotherapy and related medications, such as antidepressants, may help.

If you need immediate psychological support, contact the 988 Suicide and Crisis Hotline.

More information on wellbeing in the workplace: