IDEAS home Printed from https://ideas.repec.org/a/eee/eurman/v35y2017i4p505-513.html
   My bibliography  Save this article

How do executive search firms increase interest in career opportunities? The role of past interactions

Author

Listed:
  • Skokic, Vlatka
  • Coh, Marko

Abstract

This article explores how executive search consultants stimulate executives’ consideration of career opportunities available at other employers. The study is based on a panel dataset of 3582 executives invited to a job interview by a global executive search firm from January 2005 to May 2009. The results demonstrate that past interactions between executives and the search consultants had a delayed effect on consideration of career opportunities. The results contribute to research on executive careers by identifying past relationships with search consultants as a factor affecting rejection of new career opportunities. They also shed light on the relatively understudied phenomenon of executive search firms.

Suggested Citation

  • Skokic, Vlatka & Coh, Marko, 2017. "How do executive search firms increase interest in career opportunities? The role of past interactions," European Management Journal, Elsevier, vol. 35(4), pages 505-513.
    • Handle: RePEc:eee:eurman:v:35:y:2017:i:4:p:505-513
    DOI: 10.1016/j.emj.2017.02.008
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0263237317300300
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.emj.2017.02.008?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Lee Fleming & David M. Waguespack, 2007. "Brokerage, Boundary Spanning, and Leadership in Open Innovation Communities," Organization Science, INFORMS, vol. 18(2), pages 165-180, April.
    2. Isabel Fernandez-Mateo & Roberto M. Fernandez, 2016. "Bending the Pipeline? Executive Search and Gender Inequality in Hiring for Top Management Jobs," Management Science, INFORMS, vol. 62(12), pages 3636-3655, December.
    3. Stock, Ruth & Bauer, Eva-Maria & Bieling, Gisela, 2014. "How Do Top Executives Handle Their Work and Family Life? A Taxonomy of Top Executives’ Work–Family Balance," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 71822, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    4. Matthew Bidwell & Forrest Briscoe, 2010. "The Dynamics of Interorganizational Careers," Organization Science, INFORMS, vol. 21(5), pages 1034-1053, October.
    5. Godthelp, Marleen & Glunk, Ursula, 2003. "Turnover at the Top:: Demographic Diversity as a Determinant of Executive Turnover in The Netherlands," European Management Journal, Elsevier, vol. 21(5), pages 614-625, October.
    6. Matthew Bidwell & Ethan Mollick, 2015. "Shifts and Ladders: Comparing the Role of Internal and External Mobility in Managerial Careers," Organization Science, INFORMS, vol. 26(6), pages 1629-1645, December.
    7. Buyl, Tine & Boone, Christophe & Wade, James B., 2015. "Non-CEO executive mobility: The impact of poor firm performance and TMT attention," European Management Journal, Elsevier, vol. 33(4), pages 257-267.
    8. Matthew Bidwell & Isabel Fernandez-Mateo, 2010. "Relationship Duration and Returns to Brokerage in the Staffing Sector," Organization Science, INFORMS, vol. 21(6), pages 1141-1158, December.
    9. David M. Waguespack & Olav Sorenson, 2011. "The Ratings Game: Asymmetry in Classification," Organization Science, INFORMS, vol. 22(3), pages 541-553, June.
    10. Akbar Zaheer & Bill McEvily & Vincenzo Perrone, 1998. "Does Trust Matter? Exploring the Effects of Interorganizational and Interpersonal Trust on Performance," Organization Science, INFORMS, vol. 9(2), pages 141-159, April.
    11. Tibau, J. & Debackere, K., 2008. "How outsider top executives compensate for their lack of "insiderness": Lessons from two Belgian multinationals," European Management Journal, Elsevier, vol. 26(4), pages 223-233, August.
    12. Bill McEvily & Vincenzo Perrone & Akbar Zaheer, 2003. "Trust as an Organizing Principle," Organization Science, INFORMS, vol. 14(1), pages 91-103, February.
    13. M. Susan Taylor & Giuseppe Audia & Anil K. Gupta, 1996. "The Effect of Lengthening Job Tenure on Managers' Organizational Commitment and Turnover," Organization Science, INFORMS, vol. 7(6), pages 632-648, December.
    14. Murphy, Kevin J., 1999. "Executive compensation," Handbook of Labor Economics, in: O. Ashenfelter & D. Card (ed.), Handbook of Labor Economics, edition 1, volume 3, chapter 38, pages 2485-2563, Elsevier.
    15. repec:dar:wpaper:63446 is not listed on IDEAS
    16. Akbar Zaheer & N. Venkatraman, 1995. "Relational governance as an interorganizational strategy: An empirical test of the role of trust in economic exchange," Strategic Management Journal, Wiley Blackwell, vol. 16(5), pages 373-392.
    17. Jovanovic, Boyan, 1979. "Firm-specific Capital and Turnover," Journal of Political Economy, University of Chicago Press, vol. 87(6), pages 1246-1260, December.
    18. repec:eee:labchp:v:3:y:1999:i:pb:p:2485-2563 is not listed on IDEAS
    19. Isabel Fernandez-Mateo & Marko Coh, 2015. "Coming with Baggage: Past Rejections and the Evolution of Market Relationships," Organization Science, INFORMS, vol. 26(5), pages 1381-1399, October.
    20. Vincenzo Perrone & Akbar Zaheer & Bill McEvily, 2003. "Free to Be Trusted? Organizational Constraints on Trust in Boundary Spanners," Organization Science, INFORMS, vol. 14(4), pages 422-439, August.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Rybaczewska, Maria & Sparks, Leigh & Sułkowski, Šukasz, 2020. "Consumers’ purchase decisions and employer image," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Ranjay Gulati & Maxim Sytch, 2008. "Does familiarity breed trust? Revisiting the antecedents of trust," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 29(2-3), pages 165-190.
    2. Lui, Steven S. & Ngo, Hang-yue & Hon, Alice H.Y., 2006. "Coercive strategy in interfirm cooperation: Mediating roles of interpersonal and interorganizational trust," Journal of Business Research, Elsevier, vol. 59(4), pages 466-474, April.
    3. Sebastian Forkmann & Jonathan Webb & Stephan C. Henneberg & Lisa K. Scheer, 2022. "Boundary spanner corruption: a potential dark side of multi-level trust in marketing relationships," Journal of the Academy of Marketing Science, Springer, vol. 50(5), pages 889-914, September.
    4. Han, Shaojie & Su, Jingqin & Lyu, Yibo & Liu, Qing, 2022. "How do business incubators govern incubation relationships with different new ventures?," Technovation, Elsevier, vol. 116(C).
    5. Thorgren, Sara & Wincent, Joakim & Eriksson, Jessica, 2011. "Too small or too large to trust your partners in multipartner alliances? The role of effort in initiating generalized exchanges," Scandinavian Journal of Management, Elsevier, vol. 27(1), pages 99-112, March.
    6. Vincenzo Perrone, 2013. "Sympathy for the devil? Reflections on the perils of institutionalising trust research," Journal of Trust Research, Taylor & Francis Journals, vol. 3(2), pages 155-171, October.
    7. Bill McEvily & Akbar Zaheer & Darcy K. Fudge Kamal, 2017. "Mutual and Exclusive: Dyadic Sources of Trust in Interorganizational Exchange," Organization Science, INFORMS, vol. 28(1), pages 74-92, February.
    8. Liwen Wang, 2023. "The interplay of contracts and trust: untangling between- and within-dyad effects," Post-Print hal-03944358, HAL.
    9. George Chondrakis & Mari Sako, 2020. "When suppliers shift my boundaries: Supplier employee mobility and its impact on buyer firms' sourcing strategy," Strategic Management Journal, Wiley Blackwell, vol. 41(9), pages 1682-1711, September.
    10. Laura Poppo & Kevin Zheng Zhou & Todd R. Zenger, 2008. "Examining the Conditional Limits of Relational Governance: Specialized Assets, Performance Ambiguity, and Long‐Standing Ties," Journal of Management Studies, Wiley Blackwell, vol. 45(7), pages 1195-1216, November.
    11. Oliver Schilke & Karen S. Cook, 2015. "Sources of alliance partner trustworthiness: Integrating calculative and relational perspectives," Strategic Management Journal, Wiley Blackwell, vol. 36(2), pages 276-297, February.
    12. Wenbo Guo & Jing Betty Feng & Brad McKenna & Pengzhu Zhang, 2017. "Inter-organizational governance and trilateral trust building: a case study of crowdsourcing-based open innovation in China," Asian Business & Management, Palgrave Macmillan, vol. 16(3), pages 187-207, July.
    13. Capaldo, Antonio & Giannoccaro, Ilaria, 2015. "How does trust affect performance in the supply chain? The moderating role of interdependence," International Journal of Production Economics, Elsevier, vol. 166(C), pages 36-49.
    14. Martyna Janowicz‐Panjaitan & Rekha Krishnan, 2009. "Measures for Dealing with Competence and Integrity Violations of Interorganizational Trust at the Corporate and Operating Levels of Organizational Hierarchy," Journal of Management Studies, Wiley Blackwell, vol. 46(2), pages 245-268, March.
    15. Isabel Fernandez-Mateo & Roberto M. Fernandez, 2016. "Bending the Pipeline? Executive Search and Gender Inequality in Hiring for Top Management Jobs," Management Science, INFORMS, vol. 62(12), pages 3636-3655, December.
    16. Son, Byung-Gak & Kocabasoglu-Hillmer, Canan & Roden, Sinéad, 2016. "A dyadic perspective on retailer–supplier relationships through the lens of social capital," International Journal of Production Economics, Elsevier, vol. 178(C), pages 120-131.
    17. Fang, F., 2019. "When performance shortfall arises, contract or trust? A multi-method study of the impact of contractual and relational governances on performance in public – private partnerships," Other publications TiSEM 473840ee-6945-4a93-9326-5, Tilburg University, School of Economics and Management.
    18. Linda H. Y. Hsieh & Suzana B. Rodrigues, 2014. "Revisiting the Trustworthiness–Performance–Governance Nexus in International Joint Ventures," Management International Review, Springer, vol. 54(5), pages 675-705, October.
    19. Kurniadi & Syafei Ibrahim, 2023. "Street Vendor Governance in the Dimensions of Democracy, Collaboration, and Trust," SAGE Open, , vol. 13(4), pages 21582440231, December.
    20. Buckley, Peter J. & Cross, Adam & De Mattos, Claudio, 2015. "The principle of congruity in the analysis of international business cooperation," International Business Review, Elsevier, vol. 24(6), pages 1048-1060.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:eurman:v:35:y:2017:i:4:p:505-513. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/115/description#description .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.