THE EFFECTS OF EPISTEMIC MOTIVATION ON EMPOWERING JOB APPLICANTS IN RECRUITMENT SETTINGS

Abstract

This study examines the effects of epistemic motivation on empowering job applicants to overcome the role effect in recruitment negotiations, where applicants tend to inaccurately perceive themselves to possess less power than recruiters. Participants role-played as either an applicant or a recruiter in an online two-party negotiation to negotiate a deal anonymously. Half of the job applicants were made process-accountable to increase their epistemic motivation. The results of this study support previous findings on the existence of a strong role effect in recruitment negotiations. However, epistemic motivation was insufficient in assisting applicants in overcoming the role effect. Theoretical and practical implications are discussed.