Die vorliegende Arbeit untersucht das Konzept des Performance Recruiting im Kontext des Online Marketings und Online Recruitings. Durch eine systematische Literaturrecherche wurden relevante Marketingmodelle identifiziert und auf Performance Recruiting adaptiert. Anhand von acht Experteninterviews werden differenzierte Vorschläge für die Definition und Strategie sowie 70 Wirkfaktoren und 67 Kennzahlen identifiziert, die das Performance Recruiting beeinflussen. Zudem werden Limitationen wie die begrenzte Teilnehmerzahl der Interviews und die offene Fragestellung diskutiert. Der Ausblick zeigt mögliche zukünftige Forschungsrichtungen auf, darunter die Validierung durch empirische Studien, die Entwicklung von Bewertungs- und Messinstrumenten sowie die ethische Betrachtung des Einsatzes von Performance Recruiting.:Tabellenverzeichnis ... VI Abbildungsverzeichnis ... VII Abkürzungsverzeichnis ... VIII 1 Einleitung ... 1 1.1 Problemstellung ... 2 1.2 Zielsetzung ... 3 1.3 Aufbau der Arbeit und Methodik ... 3 2 Theoretische Fundierung und Stand der Forschung ... 7 2.1 Online Marketing ... 7 2.1.1 Zentrale Marketingkonzepte als Ausgangspunkt für Recruiting-Maßnahmen ... 8 2.1.2 Kommunikations- und Reaktionsmodelle des Marketings als Bezugspunkt für Online Recruiting ... 10 2.1.3 Performance Marketing: das kennzahlen-gesteuerte Vorgehen als Basis für Performance Recruiting ... 11 2.2 Online Recruiting ... 13 2.2.1 Bereiche des Online Recruitings: Digitales Recruiting, Social Media Recruiting & Job-Marketing ... 15 2.2.2 Messbarkeit: Erfolgskennzahlen im Online Recruiting ... 17 2.2.3 Stand der Forschung: Performance Recruiting ... 20 3 Ableitungen für das Performance Recruiting – ein Konzeptentwurf ... 26 3.1 Zentrales Konzept des Performance Recruitings ... 28 3.2 Wirkfaktoren im Performance Recruiting ... 31 3.3 Kennzahlen im Performance Recruiting ... 33 4 Methodik: Qualitative Datenerhebung mittels Experteninterviews ... 36 4.1 Leitfadengestützte Experteninterviews ... 36 4.2 Gütekriterien ... 39 4.3 Entwicklung des Leitfadens ... 42 4.4 Auswahl und Erläuterung der Interviewpartner als Experten ... 45 4.5 Qualitative Analyse der erhobenen Daten nach Kuckartz ... 48 5 Ergebnisauswertung: inhaltlich strukturierende Analyse der Experteninterviews ... 49 5.1 Performance Recruiting Konzept ... 54 5.2 Wirkfaktoren ... 57 5.3 Kennzahlen ... 60 5.4 Online Firmenauftritt im Kontext Performance Recruiting ... 62 5.5 Aktuelle Schwächen im Performance Recruiting ... 65 5.6 Optimierungsvorschläge für Unternehmen ... 67 6 Ergebnisinterpretation ... 68 6.1 Diskussion der Ergebnisse: Überprüfung und Anpassung des Konzeptes „Performance Recruiting“ ... 68 6.2 Schlussfolgerungen ... 76 6.3 Handlungsempfehlung für Unternehmen ... 77 7 Zusammenfassung ... 80 7.1 Fazit ... 80 7.2 kritische Würdigung ... 82 7.3 Ausblick ... 83 Literaturverzeichnis ... IX Anhang ... XIII Eidesstaatliche Erklärung ... CXXXVIII / This study examines the concept of Performance Recruiting in the context of online marketing and online recruiting. Through a systematic literature review, relevant marketing models are identified and adapted for recruitment purposes. Eight expert interviews are conducted to derive differentiated proposals for definition and strategy, as well as identify 70 influencing factors and 67 key performance indicators that impact Performance Recruiting. Additionally, limitations such as the limited number of interview participants and the open-ended questioning are discussed. The outlook highlights potential future research directions, including validation through empirical studies, the development of assessment and measurement tools, and the ethical considerations of implementing Performance Recruiting.:Tabellenverzeichnis ... VI Abbildungsverzeichnis ... VII Abkürzungsverzeichnis ... VIII 1 Einleitung ... 1 1.1 Problemstellung ... 2 1.2 Zielsetzung ... 3 1.3 Aufbau der Arbeit und Methodik ... 3 2 Theoretische Fundierung und Stand der Forschung ... 7 2.1 Online Marketing ... 7 2.1.1 Zentrale Marketingkonzepte als Ausgangspunkt für Recruiting-Maßnahmen ... 8 2.1.2 Kommunikations- und Reaktionsmodelle des Marketings als Bezugspunkt für Online Recruiting ... 10 2.1.3 Performance Marketing: das kennzahlen-gesteuerte Vorgehen als Basis für Performance Recruiting ... 11 2.2 Online Recruiting ... 13 2.2.1 Bereiche des Online Recruitings: Digitales Recruiting, Social Media Recruiting & Job-Marketing ... 15 2.2.2 Messbarkeit: Erfolgskennzahlen im Online Recruiting ... 17 2.2.3 Stand der Forschung: Performance Recruiting ... 20 3 Ableitungen für das Performance Recruiting – ein Konzeptentwurf ... 26 3.1 Zentrales Konzept des Performance Recruitings ... 28 3.2 Wirkfaktoren im Performance Recruiting ... 31 3.3 Kennzahlen im Performance Recruiting ... 33 4 Methodik: Qualitative Datenerhebung mittels Experteninterviews ... 36 4.1 Leitfadengestützte Experteninterviews ... 36 4.2 Gütekriterien ... 39 4.3 Entwicklung des Leitfadens ... 42 4.4 Auswahl und Erläuterung der Interviewpartner als Experten ... 45 4.5 Qualitative Analyse der erhobenen Daten nach Kuckartz ... 48 5 Ergebnisauswertung: inhaltlich strukturierende Analyse der Experteninterviews ... 49 5.1 Performance Recruiting Konzept ... 54 5.2 Wirkfaktoren ... 57 5.3 Kennzahlen ... 60 5.4 Online Firmenauftritt im Kontext Performance Recruiting ... 62 5.5 Aktuelle Schwächen im Performance Recruiting ... 65 5.6 Optimierungsvorschläge für Unternehmen ... 67 6 Ergebnisinterpretation ... 68 6.1 Diskussion der Ergebnisse: Überprüfung und Anpassung des Konzeptes „Performance Recruiting“ ... 68 6.2 Schlussfolgerungen ... 76 6.3 Handlungsempfehlung für Unternehmen ... 77 7 Zusammenfassung ... 80 7.1 Fazit ... 80 7.2 kritische Würdigung ... 82 7.3 Ausblick ... 83 Literaturverzeichnis ... IX Anhang ... XIII Eidesstaatliche Erklärung ... CXXXVIII

The prospective student-athletes’ use of an online recruiting platform to seek college scholarships has become a norm. College coaches recruit prospective-student athletes often using tools like global personal contacts, on-site recruiting, and online recruiting platforms. Online recruiting platforms offer several services and vary in price. This study examines female student-athlete golfers’ use of the online recruiting platform to seek scholarships from a global perspective. Previous research suggests that prospective student-athletes prefer online recruiting platforms while college coaches often use other outlets which can lead to miscommunication and lost opportunities. The services, price, and usability of 20 sports online recruiting platforms in the United States were examined to find out what is offered to prospective-student athletes. Interviews of NCAA Division I collegiate coaches were conducted to examine the most common recruiting tools used by the coaches and their opinions of the use of online recruiting platforms.

Submitted by Joel de Lima Pereira Castro Junior (joelpcastro@uol.com.br) on 2017-07-04T19:38:50Z No. of bitstreams: 1 Disserta+º+úo - Clarisse Halpern.pdf: 1187398 bytes, checksum: 1e4887526dfb8f625868d7a22a895632 (MD5) / Approved for entry into archive by Biblioteca de Administração e Ciências Contábeis (bac@ndc.uff.br) on 2017-07-06T19:25:52Z (GMT) No. of bitstreams: 1 Disserta+º+úo - Clarisse Halpern.pdf: 1187398 bytes, checksum: 1e4887526dfb8f625868d7a22a895632 (MD5) / Made available in DSpace on 2017-07-06T19:25:52Z (GMT). No. of bitstreams: 1 Disserta+º+úo - Clarisse Halpern.pdf: 1187398 bytes, checksum: 1e4887526dfb8f625868d7a22a895632 (MD5) / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / As tecnologias da informação e comunicação passaram a fazer parte dos processos organizacionais nas últimas décadas, acompanhando o dinamismo do mercado, a necessidade de reduzir custos e de aumentar lucros. O recrutamento ganhou destaque neste cenário competitivo entre as organizações, passando a ser progressivamente conduzido na internet. Esta Dissertação apresenta os resultados de uma pesquisa qualitativa sobre o recrutamento online direcionado aos estudantes universitários. Trata-se de indivíduos que, geralmente, são integrantes da geração Y, e mais propensos a procurarem vagas no ambiente virtual. Com efeito, o objetivo central da pesquisa foi compreender como os estudantes se relacionam com as mídias e redes sociais online quando buscam vagas de estágios. Os objetivos específicos foram: (a) investigar como a forma e o conteúdo dos anúncios publicados nas mídias e redes sociais online os afetam para decidirem ou não se inscreverem nos processos seletivos para vagas de estágio; (b) compreender as razões que os levam a procurar vagas nesses as mídias e redes sociais; (c) examinar como eles se relacionam com tais meios. Realizou-se uma pesquisa qualitativa, por meio do estudo de casos múltiplos. A coleta de dados foi realizada a partir de entrevistas semi-estruturadas, individuais, via Skype e observações diretas em oito indivíduos. Os resultados evidenciaram a existência de cinco categorias principais: (1) Navegação: esclarece como os entrevistados fazem suas buscas por vagas na rede, assim como os motivos que os levaram a interrompê-las; (2) Forma e conteúdo dos anúncios: mostraram em que medida esses fatores influenciaram sua decisão de se inscreverem ou não em uma vaga; (3) CV online na (contra)mão da navegabilidade: revela que o preenchimento do CV online foi percebido como um obstáculo à inscrição nas vagas; (4) Afastamentos (diversions): sinalizaram o deslocamento do foco dos sujeitos nas entrevistas, expressos nas distrações que os desviaram da busca de vagas para fazerem outras coisas; (5) Zona de conforto: aponta a preferência pelo recebimento de anúncios via e-mail e a centralização de suas atividades – sociais, pessoais, profissionais e de entretenimento – no Facebook, evidenciando a necessidade de os entrevistados permanecerem em um espaço familiar. Concluiu-se que o magnetismo do meio – das mídias e, principalmente, do Facebook – é maior do que o conteúdo divulgado, tornando secundária a busca por vagas de estágios. / Information and communications technologies have become a part of the organizational processes in recent decades to follow the of the market dynamism, to reduce costs, and increase profits. The recruitment has gained importance in this competitive scenario among organizations, being progressively carried out on the internet. Therefore, this research focused on investigating the online recruiting of university students, generally a part of the Generation Y, more prone to seek jobs online and to become targeted for human resources professionals‟ actions on media and social networks. The main objective was to understand how students deal with media and online social networks when they search for internships positions. The specific objectives were: (a) to investigate how the format and content of the advertisements published on the media and online social networks affect student‟s decision to enroll or not in selection processes for internship positions; (b) to understand the reasons why they seek jobs on these medias; (c) to examine how individuals deal with these medias. A qualitative research was conducted applying the multiple case study method, through semistructured interviews and direct observations in eight individuals. Data collection was carried out through individual interviews via Skype. Results revealed five main categories: (1) Navigation: refers to how respondents search for openings on the web, as well as presents the reasons that led them to stop their quest; (2) The form and content of the ads: shows the extent to which these factors influenced their decision to enroll or not in an internship position; (3) Online CV playing against the navigability: the difficulty to fill them out was perceived as a barrier to apply in advertised internship positions; (4) Diversions: shed light as to how the focus of each subject shifted during their interviews, expressed in the distractions that led them to stray from their search for positions to do other things online; (5) Comfort zone: revealed a major preference for receiving job openings advertisements via e-mail, as well as to center all activities – social, personal, professional and entertainment – on Facebook, suggesting the need of the interviewees to remain in a familiar setting. In conclusion, the means magnetism, mainly the Facebook, is greater than its content, making secondary students‟ search for internship openings.