Title: The use of market analytics in the recruitment of high-potentials in the pharmaceutical industry

Authors: Jan Posthumus; Gil Bozer; Joseph C. Santora

Addresses: Martinsgasse 12, 4051 Basel, Switzerland ' Sapir Academic College, D.N. Hof Ashkelon, 79165, Israel ' Ecole des Ponts Business School, Paris, France

Abstract: This article investigates the use of segmentation and targeting instruments as well as market data in the recruitment of so-called 'high potentials' in the pharmaceutical industry. The grounded theory method (GTM) is used within the framework of contingency theory to explore key contextual factors that influence segmentation and targeting. Fifteen corporate human resource professionals and executive recruiters from pharmaceutical companies based in Europe and the USA were interviewed. The study found that a company's need for certain groups of high potentials (e.g., clinical development professionals), the scarcity of certain highly-sought employee groups, and the capabilities and attitudes of human resource personnel were key determinants of which analytical instruments, such as market analysis, segmentation, and targeting, were implemented. Finally, theoretical and practical implications are provided for HR practitioners concerned with meeting recruitment goals.

Keywords: contingency framework; data analytics; GTM; grounded theory method; high potentials; pharmaceutical industry; recruitment; segmentation; talent management; targeting; market analytics.

DOI: 10.1504/EJIM.2019.100798

European Journal of International Management, 2019 Vol.13 No.4, pp.496 - 514

Available online: 03 Jun 2019 *

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