Academy of Management location:Philadelphia date:1-5 August 2014
This experimental study investigated the interactive effects of spatial distance (physical separation between interviewer and applicant) and applicant self-promotion (direct/concrete vs. indirect/abstract) on interview outcome (i.e., likelihood of being hired). Results of the experiment are in line with predictions of Construal Level Theory (CLT), such that promoting oneself in a direct/concrete way (i.e., focusing on situation-specific behaviors) is more successful with a close spatial distance. Promoting oneself in an indirect/abstract way (i.e., emphasizing connections with others) is more successful with a far spatial distance. The study’s findings bear important implications for recruitment/selection.