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JOBTALKSJOBTALKS
Interview Methods
Indiana UniversityKelley School of BusinessC. Randall Powell, Ph.D
Contents used in this presentation are adapted from Career Planning Strategies and used with the permission of the author.
Interview MethodsInterview Methods
Interview MethodsInterview Methods
Traits Behavioral Case Combination of above
What is a Trait Interview?What is a Trait Interview?
It is an interview used to summarize a person’s characteristics.
Attempts to understand people and their motivations.
Trait InterviewsTrait Interviews
Typical Question– “What is your best quality?”
Typical Response– “I’m a people person.”– “I’m a hard worker.”
What is a Behavioral Interview?What is a Behavioral Interview?
It is an interview designed to probe the skills needed to
perform a specific job.
BehaviorBehavior
Anything that a person does that can be observed and measured. The focus is to predict, rather than to understand a behavior.
Traits vs. BehaviorTraits vs. Behavior
Descriptions of Traits– “I am reliable.”
– “I am good with people.”
– “I am a leader.”
Descriptions of Past Behavior– “I have only missed one day of
work in 15 years.”– “Last week, I settled a dispute
between two co-workers. They now understand each other’s differences and are working well together.”
– I was elected president of Toastmasters out of 40 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 InterviewsCase Interviews
A way to assess a person’s ability to synthesize information and recommend a solution.
Case InterviewsCase Interviews
Typical Question– “If you are the leader of a team and two
members are constantly arguing, how would you handle the situation?”
Interview Method ComparisonInterview Method Comparison
Trait Behavior Case
1. Traits become labels 1. Behavioral descriptionsdiscourage labeling,stereotyping, or snapjudgements.
1. A case provides data toassess technical, creativityand decision making skills.
2. There is a weak linkbetween data andprediction
2. Prediction is directlyrelated to data.
2. A direct link with ability tohandle a case.
3. It is easy for candidates to“fake good.”
3. It is difficult for candidatesto “fake good.”
3. It is difficult to “fakegood.”
4. All candidates try to soundgood, but difficult todifferentiate.
4. Candidates with varyinglevels of skills areidentified.
4. Candidate skills are easilyidentified.
Companies Using Behavioral InterviewingCompanies Using Behavioral Interviewing Arthur Anderson McDonalds J.C. Penney Citicorp General Motors Cummins Engine
Company
Eli Lilly Coca Cola Phillip Morris Motorola Ernst & Young Kraft Foods
Etc. . . .
Why are companies using Behavioral Interviewing?Why are companies using Behavioral Interviewing?
Improves the hiring decisions Improves retention Reduces discrimination Lowers recruiting costs
What Process Does a Company Use?What Process Does a Company Use?
Job analysisJob analysis
Consensus meetingConsensus meetingRate skillsRate skills
Conduct interviewsConduct interviews
Develop questionsDevelop questions
Select critical skillsSelect critical skills
Job AnalysisJob Analysis
Talk to subject matter experts (managers, peers, etc.)
Determine key responsibilities Identify technical/job skills versus
performance skills
Merchandising at Target HeadquartersMerchandising at Target HeadquartersPosition: Business Analyst
DUTIES AND RESPONSIBILITIES
1. 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?What Process Does a Company Use?
Job analysisJob analysis
Consensus meetingConsensus meetingRate skillsRate skills
Conduct interviewsConduct interviews
Develop questionsDevelop questions
Select critical skillsSelect critical skills
Select Critical SkillsSelect Critical Skills
Prioritize top 6-8 technical vs. performance skills
Technical skills are specific knowledge or tools required to perform the job
Performance skills are transferable skills that can be used on any job
Develop definitions for each skill
Examples of Technical SkillsExamples of Technical Skills
Business Degree Excel or Lotus 123 CPA or CMA
Select Critical SkillsSelect Critical Skills
Prioritize top 6-8 technical vs. performance skills
Technical skills are specific knowledge or tools required to perform the job
Performance skills are transferable skills that can be used on any job
Develop definitions for each skill
Examples of Performance SkillsExamples of Performance Skills
Adaptability/flexibility Analytical/problem solving Decision making Continuous learning and
growth Commitment to task/tenacity Communication Customer orientation Tolerance of ambiguity Goal setting
Teamwork/collaboration Leadership Initiative Organization and planning People skills/interaction Attention to detail Assertiveness Creativity Versatility
Merchandising at Target HeadquartersMerchandising at Target Headquarters
SKILLS AND ABILITIES DESIRED
•College degree with GPA of 3.0 or above
•Excellent analytical skills
•Strong planning and organizational skills
•Excellent verbal and written communication skills
•Strong computer skills
•Retail experience or interest
•Demonstrated leadership skills
•Assertive and flexible
Select Critical SkillsSelect Critical Skills
Prioritize top 6-8 technical vs. performance skills
Technical skills are specific knowledge or tools required to perform the job
Performance skills are transferable skills that can be used on any job
Develop definitions for each skill
Business Analyst CharacteristicsBusiness Analyst Characteristics
1) 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 CharacteristicsBusiness Analyst Characteristics
5) 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?What Process Does a Company Use?
Job analysisJob analysis
Consensus meetingConsensus meetingRate skillsRate skills
Conduct interviewsConduct interviews
Develop questionsDevelop questions
Select critical skillsSelect critical skills
Develop QuestionsDevelop Questions
The purpose of questions is to generate responses that can be used to evaluate an individuals job-related skills
Several open ended questions will be developed for every skill identified
Examples of QuestionsExamples of Questions
– 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.
– Give me an example of a time when you have used tools such as survey data library research, or statistics.
Analytical Skills
Prepare QuestionsPrepare Questions
Decision making Initiative Teamwork Communication Continuous learning and growth
Decision MakingDecision 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?
CommunicationCommunication
- 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?What Process Does a Company Use?
Job analysisJob analysis
Consensus meetingConsensus meetingRate skillsRate skills
Conduct interviewsConduct interviews
Develop questionsDevelop questions
Select critical skillsSelect critical skills
Conduct a 30-minute InterviewConduct a 30-minute Interview
Introduction Overview of company and position Questioning of candidate skills Time for candidate to ask questions Close and next steps
What Process Does a Company Use?What Process Does a Company Use?
Job analysisJob analysis
Consensus meetingConsensus meetingRate skillsRate skills
Conduct interviewsConduct interviews
Develop questionsDevelop questions
Select critical skillsSelect critical skills
Analytical Skill QuestionAnalytical Skill Question
Question:
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:Examples of Answers:
I’m good at Excel and have done several spreadsheets during my internship.
Examples of Answers:Examples of Answers:
I’m proficient at Excel, Lotus 123, 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?Which response is best and why?
STARSTAR
Situation/Task– Explains the circumstances
Action– Describes what the person did
Result– Describes the outcome of the action
Examples of Answers:Examples of Answers:
I’m good at Excel and have done several spreadsheets during my internship.
Situation/Task - Poor
Action - Weak
Result - None
Examples of Answers:Examples of Answers:
I’m proficient at Excel, Lotus 123, 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.
ST
A
R
Interview Rating SheetInterview Rating Sheet
Position _________________ Name of Candidate __________________Date ___________________ Name of Interviewer __________________
The Performance Skills Strong A lot of Some Little Noto be evaluated include: Evidence Evidence Evidence Evidence Evidence
1. _________________2. _________________3. _________________4. _________________5. _________________6. _________________
Interview Rating SheetInterview Rating Sheet
The Technical/Job Skills Strong A lot of Some Little Noto be evaluated include: Evidence Evidence Evidence Evidence Evidence
1. _________________2. _________________3. _________________4. _________________5. _________________6. _________________
Recommendation: Hire/Promote ________ Not Hire/Promote _______
Reason for Recommendation:_______________________________________________________________________________________________________________________________________________________________________________________
What Process Does a Company Use?What Process Does a Company Use?
Job analysisJob analysis
Consensus meetingConsensus meetingRate skillsRate skills
Conduct interviewsConduct interviews
Develop questionsDevelop questions
Select critical skillsSelect critical skills
Consensus MeetingConsensus Meeting
CandidatesSkills Joe Lisa Chris John Sarah
______________________________________________________________________________________________________
Total:
Analytical
Interview TipsInterview Tips
Advance Preparation– Research company & industry– Know your goals– Know yourself
Turn a Trait Interview into a Behavioral Interview
Prepare Star Responses Prepare Questions
If you would like to learn more, Career Planning Strategies textbook will supply additional information on this topic.