SELECTION INTERVIEWING IN THE LIFE INSURANCE INDUSTRY: AN UPDATE OF RESEARCH AND PRACTICE

Over the past decade, the Life Insurance Marketing and Research Association has been researching and implementing the use of structured selection interviews in the agent selection process. The practical problems encountered during this period are reviewed, and studies of the most recent interview guide are presented. These studies are based on interview evaluations made by 270 managers in interview training sessions, as well as field managers'evaluations of 163 applicants in actual agent selection situations. The results indicate that it is possible for managers to agree on their evaluation ratings of an applicant, that there is a stable factorial structure for the ratings, and that the ratings are related to the selection decision although not all items carry the same weight. The implications of these results for the use of structured selection interviews and for further research are discussed.     

THE EFFECTS OF REALISTIC PREVIEWS: A STUDY AND DISCUSSION OF THE LITERATURE

The effects of realistic job previews (RJPs) were studied with a sample of 842 candidates for telephone service representative. Two types of preview, a film and job visit, were used. Results showed no significant differences between RJP candidates and control candidates with respect to job acceptance, met expectations, job commitment and turnover. Because the findings were at variance with the conclusions of previous RJP research the data from previous studies were reexamined. Based on pooled data from eleven studies the average effect of RJPs on turnover rate was estimated as six percentage points overall. Neither the type of media used nor the length of time turnover is studied appears to interact with RJP effectiveness. RJPs appear to be more effective with more complex jobs, however. Explanations of RJP effects on turnover have not been consistently supported. Though data are limited, self-selection, met expectations and coping ability do not appear to be impacted by RJPs. There is some evidence that RJPs result in more positive job related attitudes, but the explanation for this is not clear. Difficulties in interpreting job preview research are noted, including insufficient statistical power, differences in organizational roles and the lack of a clear operational definition of realism.     

Increasing Client Employability Through Skill Development

This article presents a three-part model for counseling in an employment setting. Three stages of the job cycle are identified: job preparation, search, and survival. The specific skills relevant to each stage represent potential content for individual and group employment counseling, but do not necessarily apply to all clients in all situations. The skills when learned have broad applicability to nonjob aspects of clients' lives, contributing to an overall improvement in personal effectiveness.     

SUSANNA AND THE PRE‐CHRISTIAN BOOK OF DANIEL: STRUCTURE AND MEANING1

The structure of the pre‐Christian book of Daniel as newly edited in Palestine in the first century B.C. is coherent, often symmetrical, and meaningful and was the version used by Jesus and the early Christians. Origen's and Jerome's reordering of the fourteen‐chapter book in conformity with the extant Hebrew, however, vitiated that structure. Susanna's account opened the pre‐Christian Palestinian version. That account inaugurates the themes of wisdom and judgment and provides the restoration of right order within the community in exile, a restoration essential for what transpires thereafter. Her experience is the first of four holy ordeals placed symmetrically in the first half of the book and framing the book as a whole. Significantly, the two chapters of Daniel most quoted in the Gospels are the ones that open the two halves of the book: Susanna, and the first vision of Daniel. Those two chapters are linked thematically and by diction, including the pair of unique phrases ‘[one grown] ancient of evil days' and ‘Ancient of Days’. Susanna exemplifies the experiences of the saints – suffering and then vindicated – and also, for the writers of the synoptic Gospels – the experiences of Jesus in his passion.