Get 20M+ Full-Text Papers For Less Than $1.50/day. Start a 14-Day Trial for You or Your Team.

Learn More →

Disability and influence in job interviews

Disability and influence in job interviews 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/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. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Journal of Conflict Management Emerald Publishing

Disability and influence in job interviews

Download PDF
26 pages
Read Article

Loading next page...
 
/lp/emerald-publishing/disability-and-influence-in-job-interviews-JtzRMBd00D
Publisher
Emerald Publishing
Copyright
© Emerald Publishing Limited
ISSN
1044-4068
DOI
10.1108/ijcma-04-2020-0070
Publisher site
See Article on Publisher Site

Abstract

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/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.

Journal

International Journal of Conflict Management – Emerald Publishing

Published: Sep 3, 2020

Keywords: Influence; Disability; First impressions; Job interviews; Tactics

References

  • Thin slices of expressive behavior as predictors of interpersonal consequences: a meta-analysis
    Ambady, N.; Rosenthal, R.
  • The disability employment puzzle: a field experiment on employer hiring behavior
    Ameri, M.; Schur, L.; Adya, M.; Bentley, F.S.; McKay, P.; Kruse, D.
  • A status-enhancement account of overconfidence
    Anderson, C.; Brion, S.; Moore, D.A.; Kennedy, J.A.
  • The effect of a pratfall on increasing interpersonal attractiveness
    Aronson, E.; Willerman, B.; Floyd, J.
  • How to answer ‘what is your weakness?’ in a job interview
    Auerbach, D.
  • Race and gender discrimination in bargaining for a new car
    Ayres, I.; Siegelman, P.
  • Race effects on eBay
    Ayres, I.; Banaji, M.; Jolls, C.
  • Wage subsidies and hiring chances for the disabled: some causal evidence
    Baert, S.
  • A critical review of studies of discrimination against workers with disabilities
    Baldwin, M.L.; Johnson, W.G.; Rodgers, W.M.
  • Determinants of the employers’ behavior toward disabled workers
    Bayle, N.
  • Field experiments on discrimination
    Bertrand, M.; Duflo, E.
  • Social incentives for gender differences in the propensity to initiate negotiations: sometimes it does hurt to ask
    Bowles, H.R.; Babcock, L.; Lai, L.
  • Trust, trustworthiness, and trust propensity: a meta-analytic test of their unique relationships with risk taking and job performance
    Colquit, J.A.; Scott, B.A.; LePine, J.A.
  • The BIAS map: behaviors from intergroup affect and stereotypes
    Cuddy, A.J.C.; Fiske, S.T.; Glick, P.
  • The organizational trust inventory (OTI): development and validation
    Cummings, L.L.; Bromiley, P.; Kramer, R.M.; Tyler, T.R.
  • Thin slices of negotiation: predicting outcomes from conversational dynamics within the first 5 minutes
    Curhan, J.R.; Pentland, A.
  • Survey of employer perspectives on the employment of people with disabilities
    Domzal, C.; Sharma, R.
  • Male-female communication on the job: literature review and commentary
    Fairhurst, G.T.
  • A model of (often mixed) stereotype content: competence and warmth respectively follow from perceived competence and competition
    Fiske, S.T.; Cuddy, A.J.C.; Glick, P.; Xu, J.
  • Determinants and consequences of salary negotiations by male and female MBA graduates
    Gerhart, B.; Rynes, S.
  • Using final deadlines strategically in negotiations
    Gino, F.; Moore, D.
  • How to gracefully leverage a job offer
    Goldfarb, A.
  • Anchoring, information, expertise, and negotiation: new insights from meta-analysis
    Guthrie, C.; Orr, D.
  • Annual compendium of disability statistics: 2015
    Houtenville, A.J.; Lauer, E.A.
  • Mediators, moderators, and tests for mediation
    James, L.R.; Brett, J.M.
  • Attitudinal ambivalence and the conflict between group and system justification motives in low status groups
    Jost, J.T.; Burgess, D.
  • How to answer the interview question ‘what salary are you seeking?’
    Kaufman, C.Z.
  • Choosing the path to bargaining power: an empirical comparison of BATNAs and contributions in negotiation
    Kim, P.H.; Fragale, A.R.
  • Power dynamics in negotiation
    Kim, P.H.; Pinkley, R.L.; Fragale, A.R.
  • Overlooked and underutilized: people with disabilities are an untapped human resource
    Lengnick-Hall, M.L.; Gaunt, P.M.; Kulkarni, M.
  • Getting off on the wrong foot: the timing of a breach and the restoration of trust
    Lount, R.B.; Zhong, C.-B.; Srivanathan, N.; Murnighan, J.K.
  • Social judgment toward job applications with disabilities: perception of personal qualities and competencies
    Louvet, E.
  • Social judgment of people with a disability in the workplace: how to make a good impression on employers
    Louvet, E.; Rohmer, O.; Dubois, N.
  • To say or not to say: different strategies of acknowledging a visible disability
    Lyons, B.J.; Martinez, L.R.; Ruggs, E.N.; Hebl, M.R.; Ryan, A.M.; O’Brien, K.R.; Roebuck, A.
  • Psychological influence in negotiation: an introduction long overdue
    Malhotra, D.; Bazerman, M.H.
  • How to handle an interview when you have multiple job offers
    Mann, M.
  • Precise offers are potent anchors: conciliatory counteroffers and attributions of knowledge in negotiations
    Mason, M.F.; Lee, A.J.; Wiley, E.A.; Ames, D.R.
  • Competence and employability
    Mørch, S.; Stalder, B.; López Blasco, A.; McNeish, W.; Walther, A.
  • Misperceiving negotiation counterparts: when situationally determined bargaining behaviors are attributed to personality traits
    Morris, M.W.; Larrick, R.P.; Su, S.K.
  • The statistical theory of racism and sexism
    Phelps, E.
  • Two experimental tests of trust in in-group strangers: the moderating role of common knowledge of group membership
    Platow, M.J.; Foddy, M.; Yamagishi, T.; Lim, L.; Chow, A.
  • Intuitive evaluation of likelihood judgment producers: evidence for a confidence heuristic
    Price, P.C.; Stone, E.R.
  • Discrimination towards disabled people seeking employment
    Ravaud, J.F.; Madiot, B.; Ville, I.
  • A meta-analysis of experimental studies on the effects of disability on human resource judgments
    Ren, L.; Paetzold, R.; Colella, A.
  • Not so different after all: a cross-discipline view of trust
    Rousseau, D.M.; Sitkin, S.B.; Burt, R.S.; Camerer, C.
  • Mediation analysis in social psychology: current practices and new recommendations
    Rucker, D.; Preacher, K.; Tormala, Z.; Petty, R.
  • How recruiters can eliminate hiring bias
    Sasidharan, S.
  • Is there a place for sympathy in negotiation? Finding strength in weakness
    Shirako, A.; Kilduff, G.J.; Kray, L.J.
  • Mediation in experimental and nonexperimental studies: new procedures and recommendations
    Shrout, P.E.; Bolger, N.
  • A model of factors affecting the treatment of disabled individuals in organizations
    Stone, D.L.; Colella, A.
  • Heuristic strategies for estimation under uncertainty: the enigmatic case of anchoring
    Strack, F.; Mussweiler, T.; Bodenhausen, G.V.; Lambert, A.J.
  • Employers’ views on disability, employability, and labor market inclusion: a phenomenographic study
    Strindlund, L.; Abrandt-Dahlgren, M.; Ståhl, C.
  • Tough guys finish last: the perils of a distributive reputation
    Tinsley, C.H.; O’Connor, K.M.; Sullivan, B.A.
  • Judgment under uncertainty: heuristics and biases
    Tversky, A.; Kahneman, D.
  • World report on disability