The more a job interviewer tries to ‘sell’ a candidate on working at the company, the less able he is to judge the candidate’s worthiness, according to experiments by Jennifer Carson Marr of Georgia Institute of Technology and Dan M. Cable of London Business School. Making the job seem appealing becomes a distraction that gets in the way of accurate judgments. Firms should separate evaluation and winning over of candidates and assign those roles to others.

(Source: Academy of Management Journal)

Published in Dawn, Economic & Business, September 1st, 2014