Disability and influence in job interviews
Purpose This purpose of this paper is to explore to efficacy of influence tactics at the outset of a job interview. Across three empirical studies, five influence tactics were manipulated during a simulated job interview to explore first impressions for candidates with or without a visible disabilit...
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Published in | The International journal of conflict management Vol. 32; no. 2; pp. 266 - 291 |
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Main Authors | , , , |
Format | Journal Article |
Language | English |
Published |
Bowling Green
Emerald Publishing Limited
06.04.2021
Emerald Group Publishing Limited |
Subjects | |
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Abstract | Purpose
This purpose of this paper is to explore to efficacy of influence tactics at the outset of a job interview. Across three empirical studies, five influence tactics were manipulated during a simulated job interview to explore first impressions for candidates with or without a visible disability.
Design/methodology/approach
Participants viewed videos of candidates (either in a wheelchair or not) responding to the opening question in a job interview by using one of five influence tactics (i.e. revealing a strong alternative, setting a numerical anchor, demonstrating approachability through imperfections, presenting hard skills that described job-related competencies or presenting soft skills including connecting well with and leading others). Perceptions of trustworthiness, fit for the current job and perceived appropriate salary amount were rated.
Findings
Results show that, in general, tactics that might have beneficial effects when used at later moments, including the use of a strong alternate, anchor or imperfection display, may instead harm first impressions of anyone. When discussing specific skills, hard skills helped in both cases. However, the presentation of soft skills helped only the non-disabled job candidate. Trustworthiness acted as a mediator for most of these relationships in both populations.
Originality/value
Results provide insight into how the use of these tactics very early in an interaction unfolds. Further, parsing the use of influence tactics into their effects on specific populations (such as people with disabilities) allows us to better understand the conditions under which they may help or hurt perceptions of employability. |
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AbstractList | Purpose
This purpose of this paper is to explore to efficacy of influence tactics at the outset of a job interview. Across three empirical studies, five influence tactics were manipulated during a simulated job interview to explore first impressions for candidates with or without a visible disability.
Design/methodology/approach
Participants viewed videos of candidates (either in a wheelchair or not) responding to the opening question in a job interview by using one of five influence tactics (i.e. revealing a strong alternative, setting a numerical anchor, demonstrating approachability through imperfections, presenting hard skills that described job-related competencies or presenting soft skills including connecting well with and leading others). Perceptions of trustworthiness, fit for the current job and perceived appropriate salary amount were rated.
Findings
Results show that, in general, tactics that might have beneficial effects when used at later moments, including the use of a strong alternate, anchor or imperfection display, may instead harm first impressions of anyone. When discussing specific skills, hard skills helped in both cases. However, the presentation of soft skills helped only the non-disabled job candidate. Trustworthiness acted as a mediator for most of these relationships in both populations.
Originality/value
Results provide insight into how the use of these tactics very early in an interaction unfolds. Further, parsing the use of influence tactics into their effects on specific populations (such as people with disabilities) allows us to better understand the conditions under which they may help or hurt perceptions of employability. PurposeThis purpose of this paper is to explore to efficacy of influence tactics at the outset of a job interview. Across three empirical studies, five influence tactics were manipulated during a simulated job interview to explore first impressions for candidates with or without a visible disability.Design/methodology/approachParticipants viewed videos of candidates (either in a wheelchair or not) responding to the opening question in a job interview by using one of five influence tactics (i.e. revealing a strong alternative, setting a numerical anchor, demonstrating approachability through imperfections, presenting hard skills that described job-related competencies or presenting soft skills including connecting well with and leading others). Perceptions of trustworthiness, fit for the current job and perceived appropriate salary amount were rated.FindingsResults show that, in general, tactics that might have beneficial effects when used at later moments, including the use of a strong alternate, anchor or imperfection display, may instead harm first impressions of anyone. When discussing specific skills, hard skills helped in both cases. However, the presentation of soft skills helped only the non-disabled job candidate. Trustworthiness acted as a mediator for most of these relationships in both populations.Originality/valueResults provide insight into how the use of these tactics very early in an interaction unfolds. Further, parsing the use of influence tactics into their effects on specific populations (such as people with disabilities) allows us to better understand the conditions under which they may help or hurt perceptions of employability. |
Author | Kruse, Douglas Schur, Lisa Kurtzberg, Terri Ameri, Mason |
Author_xml | – sequence: 1 givenname: Mason surname: Ameri fullname: Ameri, Mason email: mason.ameri@rutgers.edu – sequence: 2 givenname: Terri surname: Kurtzberg fullname: Kurtzberg, Terri email: tk@business.rutgers.edu – sequence: 3 givenname: Lisa surname: Schur fullname: Schur, Lisa email: lschur@smlr.rutgers.edu – sequence: 4 givenname: Douglas surname: Kruse fullname: Kruse, Douglas email: dkruse@smlr.rutgers.edu |
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Keywords | Disability First impressions Tactics Influence Job interviews |
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This purpose of this paper is to explore to efficacy of influence tactics at the outset of a job interview. Across three empirical studies, five... PurposeThis purpose of this paper is to explore to efficacy of influence tactics at the outset of a job interview. Across three empirical studies, five... |
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SubjectTerms | Bias Candidates Credibility Disability Efficacy Employability Employers Employment Employment interviews Impressions Influence Negotiations Parsing People with disabilities Perceptions Soft skills Tactics |
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Title | Disability and influence in job interviews |
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