The Interactive Effect of Applicant Gender, Influence Tactics, and Type of Job on Hiring Recommendations

UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
Eleanor "Holly" Buttner, Professor (Creator)
The University of North Carolina at Greensboro (UNCG )
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Abstract: The effects of influence tactic, applicant gender, and job type were examined in the selection context. A male or female applicant used either an assertive, rational, or exchange influence tactic in a simulated job interview script for either a sales representative or cost accounting position. Three hundred four managers, (271 male and 26 female, predominantly white) evaluated the applicant and indicated the likelihood that they would recommend hiring the applicant. Results indicated that tactics were differentially effective in generating favorable hiring recommendations and ratings of the applicant, depending on whether the tactic was used by a male or female applicant and on the job type sought.

Additional Information

Sex Roles, 34(7/8), 581-92
Language: English
Date: 1996
Influence Tactics, Applicant Gender, Job Type, Hiring Recommendations

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