The Effect of Name on Pre-Interview Impressions and Occupational Stereotypes: The Case of Black Sales Job Applicants


Stevie Watson, Department of Management and Marketing, University of Dayton, 300 College Park, 810 Miriam Hall, Dayton, OH 45469-2271. E-mail:


Name is an important, yet under-researched racial cue that can affect evaluators' opinions, attitudes, and beliefs about minority job applicants. This study examined a two-way ANOVA interaction between name and sales job type on White sales professionals' pre-interview impressions of Black applicants. Results indicated a significant interaction between applicant name and sales job type on pre-interview impressions. For outside sales jobs, Anglicized-named applicants received more favorable pre-interview impressions than did ethnic-named applicants. In addition, pre-interview impressions of Anglicized-named applicants were more favorable for outside versus inside sales jobs. Findings, implications, limitations, and future research directions are discussed.