EAN: 9783658103750

USE OF MARKET DATA IN THE RECRUITMENT OF HIGH P...

In his study  Jan Posthumus uses the grounded theory method to explore the implementation of
marketing instruments such as segmentation and targeting in the recruitment of high potentials
in the pharmaceutical industry. The implementation of these instruments can best be understood
as the result of an interaction between four categories: the identified internal need for
certain groups of high potentials  the scarcity of these groups of high potentials in the
market  the attitudes  opinions  and strategies within human resources  and the technological
capabilities. Depending on the situation  different recruitment instruments are used to recruit
high potentials. However  the interviewees did not use an explicit high potential recruitment
profile  though they implicitly search for varying combinations of high-potential
characteristics such as: intelligence and agility  engagement  the ability to perform in
various environments  and the ability to manage one's energy levels.

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