The Recruiting Interview as Perceived by College Student Applicants for Sales Positions |
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| Authors: | Thomas R. Wotruba Edwin K. Simpson Jennifer L. Reed-Draznik |
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| Affiliation: | 1. Thomas R. Wotruba (Ph.D., University of Wisconsin, Madison) is Professor of Marketing at San Diego State University. He is the former editor of the Journal of Personal Selling &2. Sales Management, and author of numerous journal articles and books including the coauthor of Sales Management: Text and Cases (Boston: PWS-Kent, 1989).;3. Edwin K. Simpson (Ph.D., University of Cincinnati) is Associate Professor of Marketing, Miami (Ohio) University. He is the founding editor of the Journal of Personal Selling &4. Sales Management and coauthor of Sales Management: Text and Cases (Boston: PWS-Kent, 1989).;5. Jennifer L. Reed-Draznik received her M.B.A. from San Diego State University and is a Department Manager in Bullock's/Macy's South in San Diego. |
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| Abstract: | The recruiting interview experience as perceived by college students applying for sales positions is the subject of this research study. The results, based on actual recruiting interviews through placement centers at two university campuses, describe the relative importance of various factors in the job offer and recruiting process, including characteristics of the recruiter. Analysis shows how these factors relate to the applicant's perceived success of the interview, the chance of getting a job offer, and the chance of accepting a job offer. |
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