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SELECTION INTERVIEWING IN THE LIFE INSURANCE INDUSTRY: AN UPDATE OF RESEARCH AND PRACTICE
Author(s) -
MAYFIELD EUGENE C.,
BROWN STEVEN H.,
HAMSTRA BRUCE W.
Publication year - 1980
Publication title -
personnel psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 6.076
H-Index - 142
eISSN - 1744-6570
pISSN - 0031-5826
DOI - 10.1111/j.1744-6570.1980.tb02365.x
Subject(s) - interview , selection (genetic algorithm) , psychology , personnel selection , applied psychology , life insurance , marketing , social psychology , actuarial science , medical education , management , business , computer science , sociology , economics , artificial intelligence , anthropology , medicine
Over the past decade, the Life Insurance Marketing and Research Association has been researching and implementing the use of structured selection interviews in the agent selection process. The practical problems encountered during this period are reviewed, and studies of the most recent interview guide are presented. These studies are based on interview evaluations made by 270 managers in interview training sessions, as well as field managers’evaluations of 163 applicants in actual agent selection situations. The results indicate that it is possible for managers to agree on their evaluation ratings of an applicant, that there is a stable factorial structure for the ratings, and that the ratings are related to the selection decision although not all items carry the same weight. The implications of these results for the use of structured selection interviews and for further research are discussed.