Unpacking Rapport: The Role of Behavioral Coordination and Culture in Workplace Interviews

46 Pages Posted: 12 May 2006

See all articles by Jeffrey Sanchez-Burks

Jeffrey Sanchez-Burks

University of Michigan, Stephen M. Ross School of Business

Sally Blount

New York University (NYU) - Department of Management and Organizational Behavior

Date Written: 2006

Abstract

This paper examines the influence of non-verbal coordination and culture on perceptions of interpersonal rapport and candidate performance in job interview settings. Mock interviews were conducted on-site at a Fortune 500 company using a 2 x 3 experimental design. Anglo and Latino midlevel managers were interviewed by a confederate who enacted one of two possible levels of nonverbal coordination. Our results show that low levels of behavioral coordination on the part of an interviewer reduce candidates' self-esteem and perceptions of interpersonal rapport; increase their anxiety and the time candidates take to respond to interview questions; and lower performance evaluations for both self- and expert third party-ratings. Our results also show that these effects are moderated by culture but not gender, with stronger effects found for Latino men than for Anglo men or women. Theoretical implications and practical ramifications for workplace diversity and the development of interpersonal rapport and improved collaboration are discussed.

Keywords: workplace interviews, rapport, Latinos, culture, non-verbal

JEL Classification: J29

Suggested Citation

Sanchez-Burks, Jeffrey and Blount, Sally, Unpacking Rapport: The Role of Behavioral Coordination and Culture in Workplace Interviews (2006). Ross School of Business Paper No. 911. Available at SSRN: https://ssrn.com/abstract=901778 or http://dx.doi.org/10.2139/ssrn.901778

Jeffrey Sanchez-Burks (Contact Author)

University of Michigan, Stephen M. Ross School of Business ( email )

701 Tappan Street
Ann Arbor, MI MI 48109
United States

Sally Blount

New York University (NYU) - Department of Management and Organizational Behavior ( email )

44 West 4th Street
Suite 7-52
New York, NY 10012
United States
212-998-0233 (Phone)
212-995-4234 (Fax)

Register to save articles to
your library

Register

Paper statistics

Downloads
118
Abstract Views
1,272
rank
236,147
PlumX Metrics