EFFECTS OF CANDIDATE CHARACTERISTICS ON MANAGEMENT PROMOTION DECISIONS: AN EXPERIMENTAL STUDY

This study examined the effects of candidate characteristics on simulated management promotion decisions. Seventy-two managers from three organizational levels participated as decision makers in a half-day exercise. Four candidate characteristics were manipulated: potential for advancement, the availability of assessment center information, current position, and sex. Other characteristics such as tenure and past performance were controlled by randomly distributing levels of the attributes across candidates or holding the attributes constant. The results showed that potential, assessment center information, and position were important in selecting finalists and rating the extent to which a candidate was considered. Two interactions, potential by position and sex by position, indicated that configural relationships played a significant role in the promotion decisions. Participants' perceptions of the importance of the information paralleled the statistical importance of the information. The external validity of the study was supported by comparing the results to data on actual promotion decisions. The results are discussed in terms of the value of different information and how it is processed in evaluating and selecting candidates for promotion.     

Disregarding Preliminary Information When Rating Job Applicants' Performance: Mission Impossible?1

Firms allocate considerable resources to test job applicants' skills and to ensure that hiring decisions are nondiscriminatory. Interpreting selection output in light of preliminary information may undermine the impartiality of personnel selection decisions. In this study, human resource managers were presented preliminary information about a candidate's performance and asked to rate him according to a detailed assessment‐center report of his performance. We examined several interventions for reducing reliance on preliminary information: retrieving assessment‐center information, generating a rating model, or both. Participants (N = 167) excluded preliminary information from the interventions, but relied on it when rating the candidate. The documented failure to control for the effects of preliminary information on subsequent judgments can contribute to improved selection procedures.     

THE MEDIATING ROLE OF PROCEDURAL JUSTICE IN RESPONSES TO PROMOTION DECISIONS

This study used structural equations modeling to examine the mediating role of procedural justice in the relationships between promotion decisions and organizational commitment and between promotion decisions and intent to leave the organization. 156 managers and executives in Italian subsidiaries of two large multinational organizations in the chemical industry were surveyed about their career history within the organization and their reactions to promotion decisions over an 8-year period. The results showed that promotion decisions influenced feelings of organizational commitment through perceptions of procedural justice in promotion decision-making processes. The theoretical and practical implications of the study’s findings are discussed.This research was supported by the Italian Ministry of University and Scientific Research (MURST). A previous version of this paper was presented at the 2000 Academy of Management meetings in Toronto and published in the Best Paper Proceedings. We would like to thank Paula Caliguiri, Jason Shaw, M. Susan Taylor, and two anonymous Academy reviewers for their helpful suggestions on prior drafts of this article.     

Assessment Centers: An Untapped Resource For Global Salesforce Management

The decisions surrounding salesforce hiring, career development and promotion choices have traditionally been left to the creativity and subjective judgement of marketing managers with very few decision aids from which to draw. As salesforce management became a task requiring an increasingly international focus, the complexity of the decisions and the cultural sensitivity required have left the management of the global salesforce as a very challenging function within the multinational firm. The assessment center, a structured means of evaluating potential new sales recruits and candidates for promotion and transfer, is offered as a tool to begin to address the above problem.     

Incremental Validity of Assessment Center Ratings Over Cognitive Ability Tests: A Study at the Executive Management Level

Both tests of cognitive ability and assessment center (AC) ratings of various performance attributes have proven useful in personnel selection and promotion contexts. To be of theoretical or practical value, however, the AC method must show incremental predictive accuracy over cognitive ability tests given the cost disparities between the two predictors. In the present study, we investigated this issue in the context of promotion of managers in German police departments into a training academy for high‐level executive positions. Candidates completed a set of cognitive ability tests and a 2‐day AC. The criterion measure was the final grade at the police academy. Results indicated that AC ratings of managerial abilities were important predictors of training success, even after accounting for cognitive ability test scores. These results confirm that AC ratings provide unique contribution to the understanding and prediction of training performance of high‐level executive positions beyond cognitive ability tests.     

Assessor Constructs in Use as the Missing Component in Validation of Assessment Center Dimensions: A critique and directions for research

The basis for assessment center dimension ratings has been examined through the lens of various multitrait–multimethod approaches, with some researchers concluding that dimension ratings are not representative of meaningful constructs. This presents a serious challenge for those who would generalize predictor constructs, particularly those that are broadly articulated in management assessment center dimensions. This paper addresses the problems with applying such analyses to assessment center dimension ratings without first articulating expected construct relationships. Ackerman and Humphreys' analysis of constructs will be used to better frame assessment center dimensions and to articulate possible assessor constructs in use. Theories of performance held by the managers, who serve both as subject matter experts when dimensional constructs are initially defined, and as the assessors who impose these dimensions on assessees' behavior in assessment center ratings, are suggested as important bases for further construct validation. Approaches for generalization of assessor constructs in use to the managerial work domain will be discussed.     

A Different Look at Assessment Centers: Views of Assessment Center Users

This study aims to shed light on possible problems of assessment center users and designers when developing and implementing assessment centers. Semi-structured interviews with a representative sample of assessment center users in Flanders revealed that, besides a large variability in assessment center practice, practitioners experience problems with dimension selection and definition, exercise design, line/staff managers as assessors, distinguishing between observation and evaluation, and with the content of assessor training programs. Solutions for these problems are suggested.     

Incremental Validity of Leaderless Group Discussion Ratings Over and Above General Mental Ability and Personality in Predicting Promotion

Leaderless group discussions (LGDs) constitute one of the oldest assessment center exercises. In recent times, their added value has sometimes been questioned in light of trends to streamline assessment centers. The purpose of the present study is to examine the incremental validity of LGD ratings over cognitive ability scores and personality ratings for the prediction of extrinsic career success (i.e., promotion speed and number of promotions). We investigated this issue in the context of the promotion of French naval officers (N = 93) in an academy for high‐level executive positions over a 10‐year period. Results indicated that LGD ratings accounted for incremental variance in the prediction of promotion criterion measures, beyond cognitive ability and personality test scores. These results confirm that LGD ratings provide a unique contribution to the prediction of extrinsic career success in high‐level executive positions.     

Two for the Price of One: Assessment Center Training to Focus on Behaviors Can Transfer to Performance Appraisals

The purpose of this study was to evaluate whether the training and experience of assessors to record behaviors as part of an actual organizational assessment center (AC) would transfer to another context: performance appraisals. Specifically, we examined the effects of transfer of training on managers' behavioral specificity in comments on performance evaluations. Performance appraisal comments from managers who had received training and participated as an assessor and from managers who had not were compared. Analyses revealed significant differences between managers who were trained as assessors compared with managers who were not, suggesting transfer of training effects. Results provide the first empirical evidence for an added benefit of AC assessor participation and training.     

Personality Assessment for Employee Development: Ivory Tower or Real World?

The acceptance and popularity of personality assessments in organizational contexts has grown enormously over the last 40 years. Although these are used across many applications, such as executive coaching, team building, and hiring and promotion decisions, the focus of most published research on the use of personality assessments at work is biased toward assessment for employee selection. Reviews have therefore tended to use criteria that are appropriate for selection, neglecting the additional and different criteria that are important in relation to employee development. An illustration of the often-discussed scientist–practitioner divide is that the Myers–Briggs Type Indicator is the most widely known and used personality assessment in organizations, despite harsh criticism by the academic community. This article reviews this debate, and draws implications for the appropriate choice of personality assessments for use in individual and team development, and a new direction for scientific research.     

A SURVEY OF ASSESSMENT CENTER PRACTICES IN ORGANIZATIONS IN THE UNITED STATES

Two hundred fifteen organizations in the United States provided information about multiple aspects of their assessment centers, including design, usage, and their adherence to professional guidelines and research-based suggestions for the use of this method. Results reveal that centers are usually conducted for selection, promotion, and development purposes. Supervisor recommendation plays a sizable role in choosing center participants. Most often, line managers act as assessors; they typically arrive at participant ratings through a consensus process. In general, respondents indicate close adherence to recommendations for center design and assessor training. Recommendations involving other practices (e.g., informing participants, evaluating assessors, validating center results) are frequently not followed. Furthermore, methods thought to improve predictive validity of center ratings are underutilized. Variability in center practices according to industry and center purpose was revealed. We encourage practitioners to follow recommendations for center usage, and researchers to work to better understand moderators of center validity.     

ASSESSING MANAGERS' SATISFACTION WITH STAFFING SERVICES

An application of TQM concepts is described for a survey assessment of State of Wisconsin managers' satisfaction with staffing-services delivered to them by the State's central staffing function. Focus groups of managers were used to identify the survey's content domain, and a steering group of managers guided decisions about final survey content, survey administration, and usage of results. The survey was administered to n = 645 line and HR managers. Results of psychometric analysis of responses provide favorable evidence (internal consistency, dimension independence) supporting usage of tke survey. Survey results served as a key input to implementation of several initiatives to improve staffing-service delivery. These initiatives lead to increases in speed of service delivery, elimination of paperwork, higher reported applicant quality, and positive applicant reactions. The satisfaction survey was not readministered, so it is impossible to specify what, if any, changes occurred in managers' satisfaction with staffing services.     

Same‐gender and same‐race bias in assessment center ratings: A rating error approach to understanding subgroup differences

This study investigated leniency and similar‐to‐me bias as mechanisms underlying demographic subgroup differences among assessees in assessors’ initial dimension ratings from three assessment center (AC) simulation exercises used as part of high‐stakes promotional testing. It examined whether even small individual‐level effects can accumulate (i.e., “trickle‐up”) to produce larger subgroup‐level differences. Individual‐level analyses were conducted using cross‐classified multilevel modeling and conducted separately for each exercise. Results demonstrated weak evidence of leniency toward White assessees and similar‐to‐me bias among non‐White assessee–assessor pairs. Similar leniency was found toward female assessees, but no statistically significant effects were found for assessee or assessor gender or assessee–assessor gender similarity. Using traditional d effect size estimates, weak individual level assessee effects translated into small but consistent subgroup differences favoring White and female assessees. Generally small but less consistent subgroup differences indicated that non‐White and male assessors gave higher ratings. Moreover, analyses of overall promotion decisions indicate the absence of adverse impact. Findings from this AC provide some support for the “trickle‐up” effect, but the effect on subgroup differences is trivial. The results counter recent reviews of AC studies suggesting larger than previously assumed subgroup differences. Consequently, the findings demonstrate the importance of following established best practices when developing and implementing the AC method for selection purposes to minimize subgroup differences.     

Attitudes, Intentions and Employment

A study of midwives' employment decisions was undertaken to identify whether and how they alter their employment plans at certain times relative to training. The research aimed to provide data which would help midwife managers to control the then widely perceived shortage of midwives, attributable partly to the non-retention of newly-qualified midwives in the maternity services. An attitude scale, devised for this study, is shown to be a valid predictor of midwifery employment.     

履历数据测评的效度分析

履历数据是人员测评的重要手段, 但其组织情景性限制使得国外同类工具不能适用于国内人事选拔, 国内也缺乏实证研究验证其信度、效度。本研究结合某通信企业的招募选拔工作, 开发履历数据分析工具, 选取250名应聘者的履历数据、一般认知能力、大五个性和面试结果数据, 通过效标关联效度、增量效度思想, 分析履历数据有效性。结果表明, 以面试结果为效标, 履历数据具有良好的效标关联效度, 与其他测评工具组合使用时有良好的增量效度。     

AN EXAMINATION OF THE EFFECTS OF AN UPWARD FEEDBACK PROGRAM OVER TIME

Despite the growing popularity of upward feedback programs, there has been very little research on the effects of upward feedback on changes in managerial performance over time. We examined the effects of implementing an upward feedback program in which subordinates' ratings were collected for 238 first-through fifth-level managers in a large corporation at two points in time about 6 months apart. Research questions drawn from goal-setting, control, and social cognition theories guided our investigation of the effects of (a) receiving feedback, (b) completing self-ratings, (c) managers' initial level of performance, and (d) subordinate's familiarity with the manager on changes over time in the level of ratings and reported opportunity to observe managerial behaviors. Ratings were provided on a 33-item behavioral observation scale that focused on areas such as the manager's commitment to quality, communications, support of subordinates (encouraging participation, coaching), and fairness. Based on subordinates' ratings, managers whose initial level of performance was moderate or low improved over the 6-month period, and this improvement could not be attributed solely to regression to the mean. Also, both managers and their subordinates became more likely over time to indicate that the managers had an opportunity to demonstrate behaviors measured by the upward feedback instrument.     

MANAGERIAL FUNCTIONS: AN ALTERNATIVE TO TRADITIONAL ASSESSMENT CENTER DIMENSIONS?

The construct validity of traditional assessment center dimensions was compared with that of a set of alternative constructs based on the functional structure of managerial work. Subjects were 75 middle-level managers in state government who participated in two developmental assessment centers as part of a centralized management development program. One assessment center measured performance in terms of traditional attribute dimensions and the other in terms of functions performed in managerial work. Results show that evidence for construct validity is weak for both sets of constructs.     

ASSESSMENT CENTERS AND SUBORDINATE APPRAISALS OF MANAGERS: A SEVEN-YEAR EXAMINATION OF PREDICTIVE VALIDITY

Assessment center ratings of 52 state law enforcement agency managers predicted both a contaminated promotions criterion and two uncontaminated ratings criteria, but they did significantly better in predicting the former. Criteria data were gathered two, four, and seven years after the assessment center, and a modest upward trend in validity coefficients was observed. Ratings by subordinates demonstrated promise as a near term predictor, outperforming the assessment center on uncontaminated criteria in the two- and four-year time frames. Last, regression analyses using Year 7 criteria revealed unique predictive power for both ratings by subordinates and assessment centers above and beyond that provided by supervisor ratings.
An earlier version of this paper was presented at the Academy of Management meeting, Anaheim, California, August 7-10, 1988.     

不同促销方式对产品购买决策的影响—— 基于解释水平理论视角的研究

赠品促销与价格促销对消费者购买决策的影响研究结果尚存在分歧。根据解释水平理论, 通过三个实验探究了赠品促销产品组合与价格促销产品组合在不同任务类型、不同时间距离条件下的促销效果差异。结果表明：(1)不同时间距离下, 消费者对促销产品决策存在差异。赠品促销方式在近期将来购物场景下的促销效果比在远期将来购物场景下的促销效果更好; 价格促销方式在远期将来购物场景下的促销效果比在近期将来购物场景下的促销效果更好。价格支付意愿任务下, 消费者对远期将来场景下促销产品的感知价值比近期将来购物场景下促销产品的感知价值高; 购买可行性任务下, 消费者对近期将来购物场景下促销产品的感知价值比远期将来购物场景下促销产品的感知价值高。(2)时间距离对促销方式与任务类型的表征水平匹配关系有增强、扩大作用。购买可行性任务下, 与远期将来时间相比, 消费者更倾向于在近期将来时间条件下选择赠品促销产品组合。价格支付意愿任务下, 与近期将来时间相比, 消费者更倾向于在远期将来时间条件下选择价格促销产品组合。