The Effect of Applicant Impression Management Tactics on Hiring Recommendations: Cognitive and Affective Processes

The main purpose of this study is to investigate whether applicants' impression management (IM) tactics indirectly influence hiring recommendations through cognitive mechanisms (i.e. recruiters' perceptions of person–organisation [P–O] fit, person–job [P–J] fit, and person–recruiter [P–R] fit) or affective mechanisms (i.e. recruiters' positive mood) during authentic employment interviews for actual job openings. Participants consisted of 221 applicant–recruiter dyads from 50 companies in Taiwan. The results demonstrated that applicants' self‐focused IM tactics are positively related to recruiter perceptions of P–J fit, which in turn influence hiring recommendations. In addition, applicant other‐focused IM tactics affect hiring recommendations through recruiters' perceptions of P–O fit. Moreover, applicants' non‐verbal IM tactics were positively related to recruiters' positive mood, which in turn affected recruiters' perceptions of P–J fit and P–O fit, thereby affecting hiring recommendations.     

The effect of applicant influence tactics on recruiter perceptions of fit and hiring recommendations: a field study

The present study examined the effect of applicant influence-tactic use on recruiter perceptions of fit. Two tactics, ingratiation and self-promotion, were expected to have positive effects on recruiter perceptions of fit and on recruiter hiring recommendations. In addition, the authors expected recruiter fit perceptions to mediate the relationship between applicant influence tactics and recruiter hiring recommendations. Results suggested that ingratiation had a positive effect on perceived fit and recruiter hiring recommendations (and indirectly, on receipt of a job offer). In addition, perceived fit mediated the relationship between ingratiation and hiring recommendations. The effects of self-promotion on fit and hiring recommendations were generally weak and nonsignificant. Implications and directions for future research are discussed.     

The Antecedent and Consequence of Person–Organization Fit: Ingratiation,similarity, hiring recommendations and job offer

This study investigates how the ingratiation and perceived similarity of a job applicant can affect the judgment of an interviewer in determining person–organization fit (P–O fit), hiring recommendations and the job offer during a job interview. Data were collected from 144 interviewers and 184 applicants from 28 companies in Taiwan. The results suggest that applicant ingratiation has a positive effect on an interviewer's perceived similarity with the applicant, and that this perceived similarity mediates the relationship between applicant ingratiation and the interviewer's judgment of the applicant's P–O fit. The results further suggest that the relationship between the interviewer's judgment of the applicant's P–O fit and the job offer is mediated by hiring recommendations. Implications and directions for future research are discussed.     

Test of a Model Linking Applicant Résumé Information and Hiring Recommendations

Previous research has shown that résumé information (i.e., including both content and aesthetics) influences recruiters' hiring recommendations. This study extends previous research by proposing and testing a model that examines mediating processes underlying the relationship between résumé information and hiring recommendations in real employment interviews for actual job openings. Results from 62 interviewers of 30 firms partially supported our hypotheses and showed that the three types of recruiters' inferences (i.e., including professional knowledge, interpersonal skills, and general mental ability) from applicants' résumé information mediated the effects of résumé information on hiring recommendations.     

Recruiters' Assessment and Use of Social Capital in Résumé Screening1

An experiment was conducted with undergraduate business students to investigate how human resource (HR) recruiters use social capital conceptualized as friendship between applicants and the recruiter in screening résumés. Results showed that social capital influenced recruiters' assessment of applicants above and beyond human capital. In addition, the influence of friendship ties in applicant assessment was more prominent among female HR recruiters than among male recruiters. Implications for researchers and practitioners are discussed in the context of employee selection.     

Applicant Desirability Influences Reactions to Discovered Résumé Embellishments

This study investigates responses to a discovered résumé embellishment as a function of initial impressions of the applicant. In Study 1, managers and recruiters rated the extent to which a discrepancy uncovered by a background check would lower their opinion of an applicant, using a between‐subjects design crossing the applicant's apparent desirability and type of embellishment. In Study 2, business students completed a simulated hiring task in which they first evaluated applicants based on their résumés, then read background reports, and subsequently made a final evaluation. Results indicate interactive effects of an applicant's apparent desirability, type of deception revealed, and response dimension. The discovery of a minor embellishment has little effect on evaluations of favored applicants, but negatively impacts less desirable applicants.     

The Differential Effects of Extracurricular Activities on Attributions in Résumé Evaluation

This study examines the effects that extracurricular activities have on the attributions a résumé reader makes about an applicant. Three characteristics of extracurricular activities (number of activities, holding positions of leadership, and relevance of the activities) were manipulated across 24 résumés of fictitious college graduates. Some 219 raters read the résumés and made judgments about the level of the applicant’s quality. The results showed a main effect for the number of activities, a main effect for holding leadership positions, and a main effect for relevance of the activity. Furthermore, a three–way interaction revealed the differential effects that the relevance of the activities had on the attributions at different levels of leadership and number of activities. A mix of career–related and social activities garnered higher ratings for those who held leadership positions in five activities. However, for those who were leaders in only two activities or were not leaders in five, having only career–related activities earned them higher ratings. For applicants who were not leaders in two activities, relevance of the activities played no role.     

A theory‐driven investigation of prospective applicants' intentions to submit video résumés

As a quickly growing trend among job seekers, video résumés represent an area where practice has outpaced research. This study investigated whether the theory of planned behavior (TpB) can be used to understand future job seekers (n = 154) video résumé submission intentions and behaviors. Results supported the TpB model. Attitudes, subjective norms, and perceived behavioral control predicted intentions, which in turn predicted video résumé creation behaviors. Compared with perceived behavioral control, attitudes and subjective norms were more important predictors. As one of the first empirical studies on video résumés, this research breaks important new ground. It also extends what is known about the TpB because it is the first study to use a relative importance analysis to statistically compare the influence of the theory's antecedent constructs.     

Documenting the Adverse Impact of Résumé Screening: Degree of ethnic identification matters

We investigated the adverse impact of résumé screening, taking into account the intersectionality of minority characteristics. A correspondence audit test showed hiring discrimination depended on the strength of applicants' ethnic identification. The odds for rejection were 4–6 times higher for résumés with ethnic minority identifiers (Arab names; Arab affiliations) when compared with ethnic majority identifiers (Dutch names; Dutch affiliations). Sex moderated the ethnicity effect but the particular effect (ethnic prominence; double jeopardy against women or men) depended on the type and degree of ethnic identification, lending support for a within‐category approach to study ethnic prejudice. The four‐fifths rule resulted in similar findings. Theoretical implications regarding the intersectional effects of minority characteristics and practical implications regarding ways to avert adverse impact during résumé screening are discussed.     

Recruiting Through the Stages: A Meta‐Analytic Test of Predictors of Applicant Attraction at Different Stages of the Recruiting Process

We used meta‐analysis and semipartial correlations to examine the relative strength and incremental variance accounted for by 7 categories of recruiting predictors across multiple recruitment stages on applicant attraction. Based on 232 studies (250 samples, 3,518 coefficients, n= 108,632), we found that characteristics of the job, organization, and recruitment process, recruiter behaviors, perceived fit, and hiring expectancies (but not perceived alternatives) accounted for unique variance in applicant attraction at multiple stages. Perceived fit was the strongest relative and unique variance predictor of applicant attraction albeit a nonsignificant predictor of job choice. Although not among the largest zero‐order predictors, recruiter behaviors accounted for substantial incremental variance at the first 2 stages. Organizational characteristics are more heavily weighed by applicants when maintaining applicant status as compared to the stage of application, and recruitment process characteristics are weighed progressively more as the recruitment stages advance. Job characteristics accounted for the greatest unique variance in job choice decisions. Job characteristics are more predictive in field studies, whereas recruiter behaviors, recruitment process characteristics, hiring expectancies, and perceived alternatives produced larger effect sizes in the laboratory. Results are discussed in terms of their theoretical and practical implications with future research suggestions.     

Applicant Reactions in Saudi Arabia: Organizational attractiveness and core‐self evaluation

This paper reports findings from a survey into applicant reactions of working adults in Saudi Arabia. A sample of 193 participants from four job functions was obtained, with measures of organizational attractiveness, core‐self evaluation, and applicant reactions to four popular selection methods in the country – interviews, résumés, work sample tests, and references – being included. Findings indicate a notably similar pattern of preference reactions to previous studies in other (Western) countries, affirming arguments for so‐called reaction generalizability. Work sample tests were rated the most favorably followed by interviews, résumés, and references. For specific procedural dimensions, résumés were perceived as the most favorable, followed by work sample tests, interviews, and references. Several significant differences were found across job functions, mostly for interviews and résumés. Significant effects were found between reactions and organizational attractiveness, and between reactions and core‐self evaluation, including some interaction effects. Implications for future research and for practice in employee selection are considered in the conclusion.     

The Impact of Competency Statements on Résumés for Short-listing Decisions

Sixty-two managers and human resource consultants rated a series of genuine résumés with covering letters. The résumés were manipulated to contain varying amounts of information about the candidate’s knowledge, skills and abilities (competency statements). This information appeared at different locations in the résumé and covering letter. In addition, half the managers were provided with extra job requirement details beyond the job advertisement. Managers rated the candidate résumés for candidate suitability, decision to interview and overall ranking. The inclusion of competency statements resulted in higher manager ratings. However, the location of the competency statements did not influence ratings given to résumés. Further, the extra information provided to managers did not influence their ratings. The results replicate and extend an earlier study by Earl, Bright and Adams (1998) and challenge the idea that selection decisions are largely based on the notion of applicant fit. The results suggest that the inclusion on the résumé of statements that address job competencies even in a general fashion will boost an applicant’s chances of being short-listed.     

Effect of a résumé‐writing workshop on résumé‐writing skills

What is the best way to teach someone how to write an effective résumé? A workshop format was used to teach college students the skills needed to write a successful résumé. Archival data consisting of student résumés and rubric score sheets were used to determine the effectiveness of a résumé‐writing workshop by using a pre–post design evaluating student résumés. The authors used a rubric to produce quantitative data for comparison purposes. Participants’ postworkshop résumé rubric scores were significantly higher than their scores were before attending the workshop. The authors offer possible explanations for the results and make suggestions for future research.     

Applicant attraction to organizations and job choice: a meta-analytic review of the correlates of recruiting outcomes

Attracting high-performing applicants is a critical component of personnel selection and overall organizational success. In this study, the authors meta-analyzed 667 coefficients from 71 studies examining relationships between various predictors with job-organization attraction, job pursuit intentions, acceptance intentions, and job choice. The moderating effects of applicant gender, race, and applicant versus nonapplicant status were also examined. Results showed that applicant attraction outcomes were predicted by job-organization characteristics, recruiter behaviors, perceptions of the recruiting process, perceived fit, and hiring expectancies, but not recruiter demographics or perceived alternatives. Path analyses showed that applicant attitudes and intentions mediated the predictor-job choice relationships. The authors discuss the implications of these findings for recruiting theory, research, and practice.     

Fit perceptions in the employment interview: The role of similarity,liking, and expectations

We examined (1) how interviewers construct fit perceptions about applicants and (2) the relationship between these perceptions and actual hiring recommendations. It was hypothesized that actual demographic similarity and human capital similarity would indirectly affect fit perceptions. These fit perceptions would be predicted by the interviewer's perceived similarity to applicants, mediated by two factors: interviewers' liking of the applicant and interviewers' expectations of applicant performance. Actual interviewer‐applicant dyads (N=118) were studied. The results indicated that the relationship between perceived similarity and fit perceptions is mediated by performance expectations but not by liking. This study provides evidence that interviewers are more rational than previous research suggested. However, the fact that human resource interviewers are more likely to perceive applicants as similar to themselves than line interviewers suggests that interviewers' neutrality is questioned.     

Exploring the Moderating Roles of Perceived Person–Job Fit and Person–Organisation Fit on the Relationship between Training Investment and Knowledge Workers' Turnover Intentions

Previous studies have documented inconsistent results in terms of the relationship between knowledge workers' perceived training investment and their turnover intentions. In order to clarify the inconsistencies, the present study extends previous research by exploring the moderating roles of perceived demand–ability (D–A) job fit and person–organisation (P–O) fit. Data were collected from 303 research and development (R&D) engineers from 30 high‐technology firms in Taiwan. Hierarchical regression analyses were conducted to test the hypotheses. The results show that perceived D–A fit, P–O fit, and perceived training investment interact jointly to predict knowledge workers' turnover intentions. Specifically, while the main effect of perceived training investment on turnover intentions was negative, under situations of extremely high perceived D–A fit and extremely low P–O fit, the relationship between knowledge workers' perceived training investment and their turnover intentions became positive, and under situations of low perceived D–A fit and high P–O fit, the relationship between knowledge workers' perceived training investment and their turnover intentions remained negative. Theoretical and practical implications are also discussed. Les études antérieures ont donné des résultats contradictoires quant aux relations entre la connaissance que les salariés perçoivent de l’investissement dans la formation et leurs intentions de changer. Dans le but de clarifier ces incohérences, la présente étude prend la suite de recherches antérieures en explorant les rôles modérateurs de la compatibilité perçue entre la compétence et les nécessités au travail (DA) et de la compatibilité entre la personne prise dans sa globalité et les caractéristiques de l’organisation qui l’emploie (PO). Les données ont été collectées auprès de 303 ingénieurs en recherche et développement (R&D) de 30 entreprises de haute technologie à Taiwan. Des analyses de régression hiérarchique ont conduit à tester les hypothèses. Les résultats montrent que la compatibilité D‐A, la compatibilité P‐O et l’investissement perçu dans la formation interagissent conjointement pour prédire les intentions de changement des employés. Plus spécifiquement, alors que le principal effet de l’investissement perçu dans la formation sur les intentions de changement est négatif, dans des conditions de compatibilité D‐A perçue comme étant basse et de compatibilité P‐O haute, la relation entre la connaissance que les salariés perçoivent de l’investissement dans la formation et leurs intentions de changement reste négative. Les implications théoriques et pratiques sont aussi discutées.     

Employment Qualifications,Person–Job Fit,Underemployment Attributions,and Hiring Recommendations: A three‐study investigation

Using an experimental design across three studies and four samples, we investigated the effects of employment qualification level (i.e., underqualified, adequately qualified, or overqualified) on hiring recommendations, and how the relationship was influenced by person–job (P‐J) fit and underemployment attributions. In Study 1, we tested and found support for the strength and effectiveness of the employment qualification level manipulation. In Study 2, the results demonstrated that overqualified applicants received higher ratings on objective P‐J fit, subjective P‐J fit, and hiring recommendations than underqualified applicants. Also, overqualified applicants were rated higher on objective and subjective P‐J fit than adequately qualified applicants. However, the results indicated no significant differences between adequately qualified and overqualified applicants on hiring recommendations. Finally, P‐J fit was found to fully mediate the employment qualification level–hiring recommendation relationship, but only subjective P‐J fit (i.e., and not objective P‐J fit) was a significant mediator. In Study 3, we assessed the potential effects of underemployment attribution (i.e., internal‐controllable vs. external‐uncontrollable) on interviewer hiring recommendation. Results demonstrated that applicants who made an external‐uncontrollable attribution for their overqualification were perceived negatively and received lower ratings on hiring recommendations than applicants who made an internal‐controllable attribution for their underemployment. Furthermore, the underemployment attribution‐hiring recommendation relationship was found to be fully mediated by subjective (but not objective) P‐J fit. Contributions of these results to theory, research, and practice, strengths and limitations, and directions for future research are discussed.     

Exploring Social Justice Via Résumés

Much expert advice about résumé writing is available. Whereas some job seekers will use self‐help guides to construct their résumés, others will seek the assistance of career counselors. Career counselors have a significant opportunity to engage clients in holistic career considerations when helping them to construct résumés. Especially significant is the opportunity to identify possible client disadvantages stemming from social injustices. Résumé‐writing assistance is enhanced through the application of career microcounseling. This article examines social justice issues that may be embedded during résumé writing. A review of microcounseling skills is presented, and examples of applying them during résumé writing are provided.     

Job Type and Recruiters' Inferences of Applicant Personality Drawn from Resume Biodata: Their Relationships with Hiring Recommendations

Using data collected from 244 recruiters who reviewed resumes and made dispositional inferences and hiring recommendations for 122 entry‐level job applicants, we found that type of job opening (Holland's Conventional vs. Enterprising jobs) moderated relationships between recruiter inferences of applicant personality traits and recruiter judgments of applicant employability. Results showed Conscientiousness correlated with employability ratings for Conventional jobs (e.g., accounting) while extraversion was most associated with employability ratings for Enterprising jobs (e.g., marketing).     

Résumé Preparation Workshop for University Students

A workshop to help university students prepare résumés is described and evaluated. Part of the workshop discusses the purpose of a résumé and describes its “advertisement” aspect. Another portion encourages participants to inventory their assets and experiences, and to gather information about their chosen occupational areas. The third segment of the workshop explains traditional formats, and the final segment offers suggestions for attractive layout and reproduction. Preliminary evaluations of workshop participants' and nonparticipants' résumés resulted in ratings that were higher for the workshop group. In general, it was found that persons who talk with counselors or friends about résumés produce more effective résumés than those who get their information only through reading materials. A pilot evaluation instrument is included. Implications of this study for counselors are discussed and suggestions for developing similar workshops are made.