Do Interviewers Sell Themselves Short? The Effects of Selling Orientation on Interviewers' Judgments

February 16, 2021 Jeremiah Hendren

Do Interviewers Sell Themselves Short? The Effects of Selling Orientation on Interviewers' Judgments

Marr*, Jennifer C, and Dan M. Cable**
Academy of Management Journal 57, no. 3 (2014): 624-651
https://doi.org/10.5465/amj.2011.0504

* Assistant Professor at University of Maryland
** Professor at London Business School

When we meet people for the first time—a date, a potential business partner, a job candidate—we are motivated to make accurate judgments about them. We want to be good judges of character because these initial judgments are often the basis for making decisions about the other person, which have future consequences. A first date could turn into a romantic relationship; a job candidate could become a future colleague. However, making accurate dispositional judgments is usually not the only goal of interpersonal first meetings. We may also be motivated to sell—that is, to make ourselves, our product, or our opportunity attractive to the other person. For example, when a couple goes on a date, it is likely that at least one of the individuals is not only trying to learn about the other person’s disposition, but is also trying to charm that person and promote their best self [...]. Likewise, interviewers often feel responsible for not only judging applicants but also attracting applicants to join their organization [...].

Jennifer Carson Marr & Dan M. Cable

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