THE EMPLOYMENT INTERVIEW: A SUMMARY AND REVIEW OF RECENT RESEARCH1

After a quick recapitulation of previous reviews of the employment interview, recent research from about 1975 is reviewed and summarized. Research dealing with the reliability and validity of the interview, methodological issues, decision making, interviewer training, minority characteristics, nonverbal behavior, interviewee characteristics, and interviewee training is summarized. Trends and directions are noted, suggestions for further research extended, and a discussion of why persistence in the use of interview exists is presented.     

Is empathy ear-to-ear or face-to-face?

If counselor and counselee cannot see each other, is the quality of their relationship affected? This study compares the empathy ratings of trained and untrained counselors in three different situations: counseling by telephone, in a confessional-type arrangement, and face-to-face. Although trained counselors scored significantly higher empathic understanding ratings than untrained counselors, there was little difference among the ratings for the three methods used.     

ORGANIZATIONAL PERFORMANCE AND ORGANIZATIONAL LEVEL TRAINING AND SUPPORT

The present study uses both objective and survey data to examine relations among retail sales training, organizational support, and store performance and to examine whether training interacts with organizational support to predict store performance. The study is unique in that it presents an example of the analysis of the relationship between organizational level measures of training and performance, as opposed to more traditional individual level measures. Archival data in a correlational design were analyzed for 62 stores belonging to the same international merchandising firm. Two measures of training and two measures of support were used to predict two measures of store performance. Results indicated that training and organizational support were significantly correlated with both measures of store performance, although the relationship between training and organizational performance was stronger. In contrast to predictions, there were no significant interactions between the training and support variables.     

Analysis of Functions of Talk and Reports of Imagined Interactions (Us) During Engagement and Marriage

Research has revealed that individuals vary in their philosophy about marriage in terms of the amount of sharing and communication that is expected in the relationship. This study examined individual differences as a function of gender, marital status (engaged, married) and marital orientation (traditional, independent) on beliefs about talk based on a functional approach and reports of various characteristics of imagined interactions (self-talk). A factor analysis was conducted on beliefs about the functions of talk with the relational partner and in social situations. There were 4 dimensions for talk functions: equality of power, talk about daily events, use of small talk to avoid discussion of conflict, and the enjoyment of serious discussion. Regression models were tested to predict relational satisfaction on the basis of talk functions and characteristics of internal dialogues that included the frequency of internal dialogues, discrepancy, pleasantness, specificity, variety, compensation, and rehearsal. Results revealed differences as a consequence of gender, marital status, and orientation.     

The Use of Deception as a Compliance-Gaining Strategy

This study argues that the persuasive message behaviors of truthful and deceptive communicators may differ strategically. Participants (N = 283) responded to three interpersonally oriented persuasive situations and wrote out instances of compliance-gaining messages. Approximately half the respondents were required to use deception in their persuasive messages. A comparison of truthful and deceptive compliance-gaining messages revealed significant differences in the types of persuasive messages generated: Truthful persuaders composed messages involving positive and negative sanctions; deceptive persuaders composed messages based on rationale or explanation.     

Self-Inference and the Foot-in-the-Door Technique Quantity of Behavior and Attitudinal Mediation

The purpose of this investigation was to test two aspects of the self-perception theory account of the foot-in-the-door (FITD) phenomenon. The first aspect tested was the claim that the greater the quantity of behavior associated with the initial request, the greater the likelihood of compliance with the later request. Quantity of behavior was operation-alized as (a) request size and (b) active versus passive execution, that is, whether the target person actually carried out the request or simply agreed to do so. The second aspect tested was the claim that changes in self-perception mediate the FITD effect. A field experiment was conducted to address these concerns. The results showed that a self-inference explanation is viable; however, a strict self-perception account fails because neither request size nor execution showed any correspondence to attitudinal measures or to compliance with the second request. Implications for a self-inference explanation are discussed.