Use of Market Data in the Recruitment of High Potentials

1. Front Matter

   Pages i-xix

   PDF

2. Introduction

   • Jan Posthumus

   Pages 1-15

3. Review of the Literature

   • Jan Posthumus

   Pages 17-67

4. Research Design and Methods

   • Jan Posthumus

   Pages 69-84

5. Findings and Analysis

   • Jan Posthumus

   Pages 85-148

6. Conclusion, Limitations, and Recommendations

   • Jan Posthumus

   Pages 149-158

7. Back Matter

   Pages 159-203

   PDF

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.

• High-Potential Characteristics
• Marketing
• Marketing Instruments
• Pharmacy
• Recruiting

• Baden-Wuerttemberg Cooperative State University Loerrach, Loerrach, Germany

  Jan Posthumus

Dr. Jan Posthumus received his PhD from the International School of Management in Paris. He is now a guest lecturer at the Baden-Wuerttemberg Cooperative State University Loerrach, Germany.

Policies and ethics