CONFIRMING FIRST IMPRESSIONS IN THE EMPLOYMENT INTERVIEW - A FIELD-STUDY OF INTERVIEWER BEHAVIOR

This research examined behavioral styles used by interviewers to confirm their first impressions of job applicants. Three interviewers in a corporate setting formed first impressions based on application blank and test score information. They then conducted autiotaped interviews. Coders independently coded 79 interviews and found that first impressions were related to confirmatory behavior. Interviews followed up positive first impressions, for example, by showing positive regard toward applicants, ''selling'' the company and giving job information, and gathering less information. Applicants' communication style and rapport with interviewers also differed. Significant differences in confirmatory behaviors also occurred among the three interviewers. A number of interviewer behaviors, especially positive regard, were related to applicant behavior in interviews. Although previous studies of expectancy confirmation have produced mixed results, our results suggest that interviewers in natural settings do use confirmatory strategies, underscoring the importance of additional research on ''self-fulfilling prophecies.''