Can AI and AI‑Hybrids Detect Persuasion Skills? Salesforce Hiring with Conversational Video Interviews

Jan 1, 2025·
Ishita Chakraborty
,
Khai Chiong
,
Howard Dover
,
K. Sudhir
· 1 min read
Abstract
This study assesses whether AI and AI‑human hybrid hiring approaches can detect salesforce persuasion skills using conversational video interviews. The paper reports empirical results from a field experiment and discusses the implications for hiring practices.
Type
Publication
Marketing Science, Volume 44, Issue 1, January 2025, pages 30–53
publications

Chakraborty, Chiong, Dover, and Sudhir explore the use of AI and AI‑human hybrid systems to evaluate persuasion skills in salesforce hiring. Using data from conversational video interviews, they find that AI‑enabled assessments can complement human judgement, offering scalable and equitable hiring practices. The paper received the AMA AI SIG Award for Best AI in Marketing Paper published in 2024.

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