Browsing by Author "Grobelny, Jaroslaw"

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    A conceptual model of the influence of résumé components on personnel decisions: a policy-capturing study on résumé screening
    (2020) Grobelny, Jaroslaw; Frontczak, Patrycja; Pawlak, Katarzyna; Skorodzillo, Urszula; Szymanowska, Milena; Wilczyńska, Sandra
    Based on a literature review of not only industrial and organizational psychology but also decision theory, we have developed a conceptual model of résumé screening. It postulates that personnel decisions concerning assignment to particular categories result from a gradual process with an underlying initial assumption, and the decision-making process varies depending on specific conditions. Under different conditions, decision makers utilize different résumé components (relevant, irrelevant and formal), whose impacts might interact with each other. We designed and conducted two policy-capturing experimental studies and employed a machine learning approach and a decision tree classification method to verify our conceptual model. The results indicate that it might be considered valid and might explain actual decisions regarding résumés. The data we have collected suggests that in a situation of certainty recruitment specialists make their decisions solely on the basis of information obtained from relevant résumé components and apply straightforward, i.e., non-compensatory, rules. However, when making decisions in a situation of uncertainty, recruitment specialists make an attribution and are influenced by the combined interactive effect of relevant, non-relevant and formal components of résumés. These decisions, in turn, are compensatory in nature. For example, positive personnel decisions regarding the appraisal of a résumé may be made if deficiencies in a relevant area are compensated for by an exceptional level of non-relevant or formal components.
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    Narrative Gamification as a Method of Increasing Sales Performance: A Field Experimental Study
    (2018) Grobelny, Jaroslaw; Smierzchalska, Joanna; Czapkowski, Krzysztof
    There is ongoing dispute whether gamification is an effective tool in increasing sales performance. Furthermore, there is a lack of evidence of gamification being a job performance management tool. After the discussion of elements of gamification (with a focus on narration) and the mechanism of this procedure, a field study was conducted to investigate whether implementing narrative gamification within a company will increase sales performance. The study involved 81 employees of two comparable franchise units. Over a period of two months, in one franchisee the employees were working on their regular basis, while narrative gamification took place in the second franchisee. The basic measures were the sales volume data and sales change rates of the two telecommunications products. Tests for difference and effect size were employed. The results of the intervention conducted have shown that narrative gamification had a positive impact on sales performance after two months. Not only did the sales performance in the gamified franchisee increase, but the increase exceeded that of the other franchisee.