Order of Presentation and Verbal Recruitment Strategy Effectiveness1

This study examined the relative effectiveness of three different verbal recruitment strategies (opinion conformity, other enhancement, and self-enhancement) presented in different orders. Sixty undergraduates viewed three recruiters, each of whom used a different recruitment strategy to describe a hypothetical graduate program. Participants rated their impressions of each recruiter and then decided which program to attend. Results indicated that presentation order significantly affected participants' ratings of the opinion conforming and self-enhancing recruiters. Furthermore, although participants generally preferred the other enhancing and opinion conforming recruiters, this preference did not translate into a decision to attend the other enhancer's university. Implications for both the recruitment and impression management literatures are discussed.

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