Recruiting Through Job Advertisements: The Effects of Cognitive Elaboration on Decision Making

David Arthur Jones · Jonas W. Shultz · Derek S. Chapman

88 citations0/0 files storedInternational Journal of Selection and Assessment

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Employer Branding and e-HRM Decision-Making and Behavioral Economics Psychology of Social Influence

Abstract

We applied a model of persuasion – the elaboration likelihood model – to investigate whether individuals' decisions about responding to job advertisements are affected by how deeply they process recruitment messages (i.e., elaboration likelihood, EL). We manipulated individuals' (N=112) motivation and ability to carefully process job advertisements (ads). As hypothesized, individuals in the lower (vs. higher) EL conditions chose more ads containing cues unrelated to the job (e.g., bolded font), and fewer ads containing higher quality arguments. Participants also reported that they “skimmed” and carefully read job ads in the past, providing evidence for variability in EL among job seekers. We discuss the implications of the findings for recruiters who wish to increase the size of their applicant pool.

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References

1977Handbook of Industrial and Organizational Psychology.1980Heuristic versus systematic information processing and the use of source versus message cues in persuasion.1993Handbook of industrial and organizational psychology 1986Communication and Persuasion 2015Communication and Persuasion: Central and Peripheral Routes to Attitude Change 2004Handbook of social psychology 1998The validity and utility of selection methods in personnel psychology: Practical and theoretical implications of 85 years of research findings.1984The Efficient Assessment of Need for Cognition

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