Everything Comes at a Price: The Influence of Job Seekers’ Personality on Preferences for Pay and Leisure

de Groote, Julia Katharina; Grütter, Marco; Koch, Andri (June 2018). Everything Comes at a Price: The Influence of Job Seekers’ Personality on Preferences for Pay and Leisure (Unpublished). In: European Academy of Management (EURAM). Reykjavik, Island.

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Recruitment research has often neglected behavioural outcomes in the context of job choice. Furthermore, insight on the relationship between individual differences and recruitment outcomes remains scarce. The present paper investigates how the need for achievement, the need for power, and the need for affiliation are related to the preference for either higher pay or more leisure, and we model this relationship as a trade-off. We test our hypotheses with data from 569 individuals from Generation Y (born 1980-2000). To measure job choice, we develop a new methodology that allows participants to choose between a set of contracts that are customized for each participant based on individual reference points. We find that the need for achievement and the need for power are significantly positively related to the preference for higher pay, which results in less leisure. We do not find a significant effect for the need for affiliation and job choice. We discuss the implications of the study in relation to the needs-supplies fit perspective and show the practical applicability of our approach of customizing working contracts.

Item Type:

Conference or Workshop Item (Paper)


03 Faculty of Business, Economics and Social Sciences > Department of Business Management > Institute of Organization and Human Resource Management > Human Resource Management

UniBE Contributor:

de Groote, Julia Katharina and Koch, Andri


300 Social sciences, sociology & anthropology > 330 Economics
600 Technology > 650 Management & public relations




Andri Koch

Date Deposited:

19 Sep 2018 16:40

Last Modified:

19 Sep 2018 16:40



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