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When looking for workers, words matter

Language in job postings may attract narcissists

By: Jonathan Gay
University of Mississippi
The Conversation

..... When companies advertise job openings, the often use buzzwords like "ambitious' and "self-reliant" to describe their ideal candidate. These traits sound appealing - what hiring mangers wouldn't want a driven employee?
...... But there's a catch. In my latest study published in the journal Management Science with co-authors Scott Jackson and Nick Seybert, I found that these terms may attract job applicants with more narcissistic tendencies.
..... As behavioral researchers in accounting, we are interested in executives who bend the rules. We decided to study job postings after noticing that the language used to describe an :ideal candidate' often included traits linked to narcissism. For example, narcissists tend to see themselves as highly creative and persuasive. Prior research also shows that narcissistic employees are more innovative and willing to take risks to get the success and admiration they crave, even if it means bending the rules.
..... Based on these observation, we compiled tow sets of terms commonly used in job postings. We call the two sets "rule-followers" and "rule-bender" language.
..... Some examples of rule-bender language include "develops creative and innovative solutions to problems," "communicates in a tactical and persuasive manner" and "thinks outside the box." In contrast, the rule-follower language includes terms like "relies on time-tested solutions to problems," "communicates in a straightforward and accurate manner" and "thinks methodically."
..... Though a series of experiments, we found that rule-bender language attracts individuals with higher levels of narcissism for accounting-specific jobs, as well as other industries. To measure narcissism, we sued a personality assessment that asks people to chose whether they identify more with more narcissistic statements like, "I aways know what I am doing," or less narcissistic statements like "sometimes I am not sure of what I am doing."
..... We also found that recruiters are more likely to use rule-bender terms when hiring for highly innovative, high-growth companies. For accounting potions, recruiters are more likely to sue such terms when aggressive financial reporting could benefit the firm.

Why it matters

..... Companies write job postings carefully in hopes of attracting the ideal candidate. However, they may unknowingly attract and select narcissistic candidates whose goals and ethics might not align with a company's values or longterm success. Research shows that narcissistic employees are more likely to behave unethically, potentially leading to legal consequences.
..... While narcissistic traits can lead to negative outcomes, we aren't saying that companies should avoid attracting narcissistic applicants altogether. Consider a company hing a salesperson, A firm can benefit form a salesperson who is persuasive, who "thinks outside the box" and who is "results-oriented." In contrast, a company hiring an accountant or compliance officer would likely benefit form someone who "thinks methodically" and "communicates in a straightforward and accurate manner."
..... Bending the rules is of particular concern in accounting. A significant amount of research examines how accounting managers sometimes bend rules or massage the number to achieve earnings targets. This "earnings management" can misrepresent the copay's true financial position.
..... In fact, my co-author Nick Seybert is currently working on a paper whose data suggest rule-bender language in accounting job postings predicts rule-bending in financial reporting.
..... Our current findings shed light on the importance of carefully creation job posting language. Recruiting professionals may instinctively use rule-bender language to try to attract someone whose seems like a good fit. If companies are concerned about hiring narcissists, they may want to clearly communicate their elastic values and needs while crafting a job posting or avoid rule-bender language entirely.

What still isn't known

..... While we find that professional recruiters are using language that attracts narcissist, it is unclear whether this is intentional.
..... Additionally, we are unsure what really drive rule-bending in a company. Rule-bending could happen due to attracting and hiring more narcissistic candidates, or it cold be cause of a company's culture or a combination of both.

Watch your words

..... Certain words in job posting appeal to different types of candidates:

Rule-followers

* Grounded and collaborative
* Think methodically
* Process-oriented, establishes and strengthens procedures
* Relies on time-tested solutions to problems
* Concrete and practical mindset
* Communicates in a straightforward and accurate manner.

Rule-benders

* Ambitious and self-reliant
* Thinks outside the box
* Results-oriented, establishes and strives for goals
* Develops creative and innovative solutions to problems
* Flexible and strategic mindset
* Communicates in a tactical and persuasive manner

Source: Seductive Language for Narcissists in Job Postings"

..... The Conversation is an independent and nonprofit source of news, analysis and commentary form academic experts. The Conversation is wholly responsible for the content.

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