Researchers at the Indiana University Placement Office videotaped employment interviews and found surprising differences in the ways that successful job seekers performed during interviews versus those who were later unsuccessful.

The study found that many of the candidates who were given the highest marks "on paper" before they were interviewed did not make the final list of candidates to be hired.

The biggest difference the study found between those who are successful in interviews and those who are not, is the interviewee's communication skills and ability to exploit the face-to face interview.

The successful candidates identified with the potential employer's greatest wants, needs and desires. They were positive and assertive in answering questions and asking questions which demonstrated that they were trying to uncover the employer's greatest needs and then show why they were qualified to meet them.

This same study showed clearly that the most successful interviewees refer to the organization by name four times as often as unsuccessful applicants. They also mention receiving information about the firm from employees and from written sources. In other words, they demonstrated a genuine interest in the company.