JOBTALKSThree Types of Interview MethodsIndiana University Kelley School of Business C. Randall Powell, Ph.DContents used in this presentation are adapted from Career Planning Strategies and used with the permission of the author.

Interview Methods Knowledge Influences Results

Three Basic Interview Methods

Traits (very common)Behavioral (most common for professionals)Case (least common-professionals only)Combination of above

What is a Trait Interview?

It is an interview used to summarize a persons characteristics.Attempts to understand people and their motivations.

Trait InterviewsTypical QuestionWhat is your best quality?

Typical ResponseIm a people person.Im a hard worker.

What is a Behavioral Interview?It is an interview designed to probe the skills needed to perform a specific job.

BehaviorAnything that a person does that can be observed and measured. The focus is to predict, rather than to understand a behavior.

Traits vs. BehaviorDescriptions of TraitsI am reliable.

I am good with people.

I am a leader.Descriptions of Past BehaviorI have only missed one day of work in 15 years.Last week, I settled a dispute between two co-workers. They now understand each others differences and are working well together.I was elected president of (Student Organization) out of 400 candidates. While I was president we increased membership by 20%, instituted an assessment tool of our meetings , and continuously improved the quality of our meetings.

Case Interviews

A way to assess a persons ability to synthesize information and recommend a solution.

Assess Analytical Reasoning Ability(used to assess high level professionals only)

Case Interviews

Typical QuestionIf you are the leader of a team and two members are constantly arguing, how would you handle the situation?

Interview Method Comparison

Trait

Behavior

Case

1. Traits become labels

1. Behavioral descriptions discourage labeling, stereotyping, or snap judgements.

1. A case provides data to assess technical, creativity and decision making skills.

2. There is a weak link between data and prediction

2. Prediction is directly related to data.

2. A direct link with ability to handle a case.

3. It is easy for candidates to fake good.

3. It is difficult for candidates to fake good.

3. It is difficult to fake good.

4. All candidates try to sound good, but difficult to differentiate.

4. Candidates with varying levels of skills are identified.

4. Candidate skills are easily identified.

Multinational Organizations Using Behavioral InterviewingArthur AndersonMcDonaldsJ.C. PenneyCiticorpGeneral MotorsCummins Engine CompanyEli LillyCoca ColaPhillip MorrisMotorolaErnst & YoungKraft FoodsEtc. . . .

Why are so many organizations using Behavioral Interviewing?

Improves the hiring decisionsImproves retentionReduces discriminationLowers recruiting costs

What Process Does An Organization Use?Job analysisConsensus meetingRate skillsConduct interviewsDevelop questionsSelect critical skills

Starting Point: Job Analysis

Talk to subject matter experts (managers, peers, etc.)Determine key responsibilitiesIdentify technical/job skills versus performance skillsJob analysis is typically done by the HR department

Example: Business Analyst at Target CorporationPosition:Business Analyst

DUTIES AND RESPONSIBILITIES1.Inventory Management: Manages department(s) inventory to achieve department turnover goals. Manages the Open to Buy (OTB) dollars and directs the inventory adjustments required to maximize sales, turnover and profits.

2.Merchandise Allocation: Manages and maintains effective department(s) product flow and allocation for assigned product classification by store. Develops effective flow and allocation strategies and completes analysis of sales history by season, adjacency, planogram, and class category/item. Maintains store in stocks through the use of Target replenishment systems.

3.Financial Planning: Prepares and reviews with Buyer and seasonal, advertising, monthly sales, markdown and inventory forecasts and plans for the department(s) or assigned product classifications.

4.Item/Assortment Planning: Directs and provides historical analysis for the development of department/item/assortment plans to include volume, productivity, trends and fit.

5.Communications: Provides responsive communication to Stores, Vendors, Customers, Distribution Centers, Merchandise Planning, Buying and support pyramids.

6.Vendor Relations: Resolves freight shipment issues to maintain efficient supply of merchandise to the Stores and Distribution Centers.

7.Special Projects: Participates in special projects and task forces for the company.

What Process Does a Company Use?Job analysisConsensus meetingRate skillsConduct interviewsDevelop questionsSelect critical skills

Select Critical SkillsPrioritize top 6-8 technical vs. performance skillsTechnical skills are specific knowledge or tools required to perform the jobPerformance skills are transferable skills that can be used on any jobDevelop definitions for each skill

Examples of Technical Skills

University Degree in ______Excel, Dreamweaver, JavaCPA or CMA or JDLanguage examsLicenses

Select Critical SkillsPrioritize top 6-8 technical vs. performance skillsTechnical skills are specific knowledge or tools required to perform the jobPerformance skills are transferable skills that can be used on any jobDevelop definitions for each skill

Examples of Performance SkillsAdaptability/flexibilityAnalytical/problem solvingDecision makingContinuous learning and growthCommitment to task/tenacityCommunicationCustomer orientationTolerance of ambiguityGoal setting

Teamwork/collaborationLeadershipInitiativeOrganization and planningPeople skills/interactionAttention to detailAssertivenessCreativityVersatility

Merchandising at Target HeadquartersSKILLS AND ABILITIES DESIREDCollege degree with above average gradesExcellent analytical skillsStrong planning and organizational skillsExcellent verbal and written communication skillsStrong computer skills in _________________Retail experience or interestDemonstrated leadership skillsAssertive and flexible

Select Critical SkillsPrioritize top 6-8 technical vs. performance skillsTechnical skills are specific knowledge or tools required to perform the jobPerformance skills are transferable skills that can be used on any jobDevelop definitions for each skill

Business Analyst Characteristics1)Number Skills - ability to quickly and accurately perform simple arithmetic computations and recognize relationships between quantities.

2)Reasoning/Creative Problem Solving Skills - ability to draw accurate conclusions from quantitative material, to recognize patterns, to go beyond the numbers to their retail implications, and find the best solution possible. Ability to think outside the box.

3)Perceptiveness and Attention to Detail - tendency to dig into the details thoroughly, ability to recognize important details.

4)Organizing, Prioritizing, and Follow Through - ability to set effective priorities, keep orderly records, handle many tasks at once without letting things fall through the cracks, keep track of deadlines, follow-up.

Business Analyst Characteristics5)People Skills - need not to be overly social or outgoing, but must develop effective working relationships with manager, team members, merchandising and the field.

6)Assertive Communication Skills (oral and written) - ability to get point across effectively, concisely and authoritatively.

7)System Aptitude - tolerance of computer work, aptitude to experiment with systems.

8)Ability to Work Under Pressure - ability to operate effectively under time constraints, changing priorities and maintain equilibrium under pressure from others.

9)Motivation - tendency to work hard, put forth extra effort and produce high volumes of work efficiently.

What Process Does a Company Use?Job analysisConsensus meetingRate skillsConduct interviewsDevelop questionsSelect critical skills

Develop QuestionsThe purpose of questions is to generate responses that can be used to evaluate an individuals job-related skillsSeveral open ended questions will be developed for every skill identified

Examples of QuestionsEnumerate the analytical tools with which you feel competent. Then give me an example which shows your ability to use analytical techniques to define problems or design solutions.Give me an example of a time when you have used tools such as survey data library research, or statistics.Analytical Skills

Prepare QuestionsDecision makingInitiativeTeamworkCommunicationContinuous learning and growth

Decision Making- What process do you use to make decisions?-- How do you go about collecting data? --- Who do you involve in making decisions or collecting data? ---- Give me an example of a difficult decision you have made?

Communication- What has been your experience in making presentations or speeches?-- Tell me about a specific experience of yours that illustrates your ability to influence another person? --- How important are verbal communications skills? ----What results have you seen from good communication?

What Process Does a Company Use?Job analysisConsensus meetingRate skillsConduct interviewsDevelop questionsSelect critical skills

Conduct a 30-minute InterviewIntroductionOverview of company and positionQuestioning of candidate skillsTime for candidate to ask questionsClose and next steps

What Process Does a Company Use?Job analysisConsensus meetingRate skillsConduct interviewsDevelop questionsSelect critical skills

Analytical Skill QuestionQuestion:Enumerate the analytical tools with which you feel competent. Then give me an example which shows your ability to use analytical techniques to define problems or design solutions.

Examples of Answers:Im good at Excel and have done several spreadsheets during my internship.

Examples of Answers:Im proficient at Excel, and many other software programs. During my internship this summer with Supercorp, I realized that the profit margins were low on several products. I created a spreadsheet for all products that showed gross sales, allowances, net sales, COGS, and gross margin by product. The controller liked it so well that I was asked to present it to the sales team and explain what the data meant and how they could use it while making their sales decisions.

Which response is best and why?

STARSituation/TaskExplains the circumstancesActionDescribes what the person didResultDescribes the outcome of the action

Examples of Answers:Im good at Excel and have done several spreadsheets during my internship.

Situation/Task -PoorAction -WeakResult - None

Examples of Answers:Im proficient at Excel, and many other software programs. During my internship this summer with Supercorp, I realized that the profit margins were low on several products. I created a spreadsheet for all products that showed gross sales, allowances, net sales, COGS, and gross margin by product. The controller liked it so well that I was asked to present it to the sales team and explain what the data meant and how they could use it while making their sales decisions.STAR

Interview Rating SheetPosition _________________ Name of Candidate __________________Date ___________________ Name of Interviewer __________________

The Performance SkillsStrongA lot ofSomeLittleNoto be evaluated include:EvidenceEvidenceEvidenceEvidenceEvidence

1. _________________2. _________________3. _________________4. _________________5. _________________6. _________________

Interview Rating Sheet

The Technical/Job SkillsStrongA lot ofSomeLittleNoto be evaluated include:EvidenceEvidenceEvidenceEvidenceEvidence

1. _________________2. _________________3. _________________4. _________________5. _________________6. _________________

Recommendation:Hire/Promote ________Not Hire/Promote _______

Reason for Recommendation:_______________________________________________________________________________________________________________________________________________________________________________________

What Process Does a Company Use?Job analysisConsensus meetingRate skillsConduct interviewsDevelop questionsSelect critical skills

Consensus Meeting

CandidatesSkills Joe LisaChrisJohnSarah

______________________________________________________________________________________________________

Total:Analytical

Interview TipsAdvance PreparationResearch company & industryKnow your goalsKnow yourselfTurn a Trait Interview into a Behavioral InterviewPrepare Star ResponsesPrepare Questions

If you would like to learn more, Career Planning Strategies textbook will supply additional information on this topic.