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This study is the first empirical look at antecedents and consequences of relationships with executive search firms and the increasingly important role headhunters play in the allocation of executive talent to available positions. A web-based survey was used to collect data from 701 executives who were subscribers to a career placement database maintained by an international association of executive search firms. These executives worked in a variety of industries and functional areas around the United States and earned a minimum annual salary of $100,000. Results suggest that certain networking behaviors and human capital characteristics explain how individuals become identified and involved in relationships with executive search professionals and that these relationships contribute positively to current salary, career promotions, and perceived career success. These findings provide evidence of the important role that executive search firms play in the identification and allotment of executive talent. Additionally, the data provide a basis for understanding how executive search firm relationships are developed and their instrumental value in executive career attainment.

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Thomas A. Clerkin is associate professor of management at the Indiana University Division of Business at Indiana University-Purdue University Columbus. He holds a Ph.D. in management from the IU Kelley School of Business in Bloomington and spent over 30 years as a senior HR executive in public and private global manufacturing firms.

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