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August 12, 2014 Why You Shouldn't Try to Win Over a Candidate During the Job Interview The more a job interviewer tries to "sell" a candidate on working at the company, the less able he or she is to judge the candidate's worthiness, according to a series of 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 would do better to separate the tasks of evaluating and winning over candidates and assign those roles to different people, the researchers say. SOURCE: Do Interviewers Sell Themselves Short? The Effects of Selling Orientation on Interviewers' Judgments

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