THE LETTER OF RECOMMENDATION: SPECIFICITY AND FAVORABILITY OF INFORMATION

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Abstract
Ninety‐eight personnel directors each read one variation of a letter of recommendation contained in a 2 (specific examples versus no examples) X 2 (numerical data versus nonspecific adjective modifiers) X 2 (favorable letter versus one unfavorable statement) factorial design. A survey of their perceptions revealed that the example specificity and favorability main effects increased several positive perceptions of the recommendee. Example specificity also enhanced the perceived credibility of the letter writer. The letter variations containing specific examples with either no numbers or one unfavorable statement produced the most positive perceptions of the recommendee. One implication of these findings is that writers of letters of recommendation should emphasize specific performance examples. Whether citing numerical data or negative information is effective requires further study.