Letters of reference: A process approach

Abstract

References continue to be a required part of selection systems in employment settings and higher education. Previous research on references has often involved atheoretical validation studies. We propose that the reference message itself is but one step in a communication process and that letter tone, content, and structure can be analyzed to determine their contribution to process outcomes. A sample of 85 reference statements was used to demonstrate potential antecedents, measures, and outcomes suggested by this conceptualization. Antecedents including letter characteristics were significantly related to readers' evaluations and accept or reject recommendations. Results from regression analyses indicated initial support for measures of letter tone, content, and structure in predicting readers' evaluations. A communication-based framework is presented and implications for research and practice are discussed.