Preinterview Biases: The Impact of Race, Physical Attractiveness, and Sales Job Type on Preinterview Impressions of Sales Job Applicants

Abstract

Preinterview impressions are opinions, attitudes, and beliefs about job applicants formed prior to conducting employment interviews. These impressions may be influenced by an evaluator's unique biases. This study utilizes an experimental design to examine the impact of job applicant race (i.e., African-American or White), applicant physical attractiveness, and sales job type (i.e., inside or outside) on subjects' preinterview impressions of applicants for an entry-level sales position. The results provide evidence that preinterview biases do exist, but may vary depending upon the evaluator's own race. Managerial implications, limitations of the research, and recommendations for future research are presented.