When companies announce job vacancies, the choice of words can have far-reaching consequences. Phrases like “ambitious” and “self-reliant” may seem like ideal descriptors for a candidate, but new research suggests they may also be a magnet for narcissists—individuals who often prioritize their own success over ethical considerations.

A recent study, co-authored by behavioral researchers Scott Jackson and Nick Seybert, analyzed how the language used in job postings can attract applicants with narcissistic traits. Their findings, published in the journal Management Science, reveal a disturbing correlation between the buzzwords commonly utilized and the personality traits of applicants.

Narcissists often portray themselves as creative, persuasive, and willing to take risks—to some, these traits might encourage innovation. However, this drive can easily lead to unethical behavior, particularly in fields like accounting, where bending the rules can yield profits for companies but endangers their integrity and long-term success.

In their study, the researchers identified two distinct categories of terms used to describe ideal candidates: “rule-follower” language and “rule-bender” language.

Rule-follower Language:

- Grounded and collaborative

- Thinks methodically

- Process-oriented

- Relies on time-tested solutions

- Communicates accurately and straightforwardly

Rule-bender Language:

- Ambitious and self-reliant

- Thinks outside the box

- Results-oriented

- Develops innovative solutions

- Communicates persuasively and tactically

Through various experiments, the researchers found that postings utilizing rule-bender language tended to attract candidates with higher narcissism, across different sectors—not just accounting. Their approach involved personality assessments where participants identified with more narcissistic or less narcissistic declarations, such as, “I always know what I am doing,” versus “Sometimes, I am not sure of what I am doing.”

Interestingly, recruiters showed a preference for rule-bender terminology when hiring for dynamic, high-growth companies, particularly when a more aggressive financial stance could benefit the organization.

This research brings to light an alarming reality. Companies might be inadvertently inviting narcissistic behaviors through poorly thought-out job descriptions. Narcissistic individuals can skew team dynamics and ethical standards, potentially leading to risky behavior that could result in legal ramifications for the organization.

However, this doesn’t mean businesses should shy away from employing traits often associated with narcissism. For instance, roles like sales could indeed benefit from individuals who think outside the box and possess charisma. Conversely, roles in accounting or compliance, which require integrity and methodical thinking, would be better suited for those who are grounded and ethical.

While the findings underline the risks of rule-bending in accounting—including deceptive earnings management—the study also leaves several questions unanswered. It remains unclear if recruiters are aware of the implications of the language they choose, or if a company’s culture exacerbates these tendencies. Therefore, as organizations craft job postings, clear communication of ethical values and a preference for rule-follower language might help in attracting candidates who align more closely with the company’s long-term vision.

In light of these insights, businesses should rethink their approach to crafting job advertisements. Are you ready to protect your company from narcissistic hires? It’s time to consider the implications of your job posting language before it’s too late!