For love or for money: intrinsic and extrinsic value congruence in recruitment

Abstract

Answering the call for a more theory-driven approach in recruitment research, this article integrates insights from self-determination theory and value congruence to account for the attractiveness of respectable organizations (projecting an image of sustainability and social responsibility) and impressive organizations (projecting an image of high profitability and prestige). We argue that respectable organizations mostly appeal to job seekers pursuing intrinsic personal values (e.g., self-development, satisfactory social relationships), and that impressive organizations mostly appeal to those pursuing extrinsic personal values (e.g., financial success, high esteem). We tested these hypotheses in a vignette study among 188 students. Results partially supported the hypotheses. Although intrinsic personal values did not increase the attractiveness of respectable organizations, extrinsic values increased the attractiveness of impressive organizations.