The Recruiting Interview as Perceived by College Student Applicants for Sales Positions

Wotruba, Thomas R.; Simpson, Edwin K.; Reed-Draznik, Jennifer L.
September 1989
Journal of Personal Selling & Sales Management;Fall89, Vol. 9 Issue 3, p13
Academic Journal
The article focuses on the criteria of sales force selection of colleges students and also presents guidelines for recruiters. The recruiting interview serves as a learning and screening process to the interviewee just as it does to the interviewer. It strongly influences the interviewee-applicant's decision whether to pursue any further steps in the hiring process offered by the interviewer firm, as well as how experiences from further steps might be perceived and interpreted. Recruiter influence has been demonstrated as a significant factor affecting an applicant's choice among job offers. Applicants favored discussing topics in interview that would typically be considered intrinsic or motivator factors. The applicant's intention to pursue the job opportunity was affected by the delivery of the specific job-related information by the recruiter. Job incentives, cost of living where located, recruiter's personality, and how the company entertained also affected the student's decision making.


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