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Implicit Logic in Managerial Discourse: A Case Study in Choice of Selection Criteria


  • Teresa Carla Oliveira

    () (Faculty of Economics, University of Coimbra)


Little attention has been paid in mainstream selection theory to how selectors choose to justify criteria and whether there is evidence of any consistency or logic in the manner in which they do so. This paper addresses these questions within a socio-cognitive framework. A newly developed coding system is used to analyse and explain the discourse of 22 managers in justifying selection criteria for technical operators in a European broadcasting company. It was found that, even for a very technical position, managers with experience of the job for which candidates were being selected were more concerned with the values, beliefs and personalities of candidates. It also was found that, independently of their different levels of seniority and experience of selection or interviewing, all managers are more concerned with Person-Organisation Fit for both present and future needs than with immediate Person-Job Fit. The consistency of the findings suggests that there is an ‘implicit logic’ in the manner in which managers as selectors adopt criteria derived from implicit learning and tacit knowledge of both operational and organisational experience.

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  • Teresa Carla Oliveira, 2006. "Implicit Logic in Managerial Discourse: A Case Study in Choice of Selection Criteria," Notas Económicas, Faculty of Economics, University of Coimbra, issue 23, pages 53-71, June.
  • Handle: RePEc:gmf:journl:y:2006:i:23:p:53-71

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    JEL classification:

    • M12 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Personnel Management; Executives; Executive Compensation
    • M51 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Firm Employment Decisions; Promotions


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