64 Understanding Rational Decision Making
On the following pages are résumé cover letters two MBA students produced as well as twoversions of a third MBA student’s résumé (note: the dates, names, and addresses of the students,
the fi rms for which they worked, the schools they attended, and the recipients of the letters have
been changed). The fi rst cover letter requests an interview for a summer internship. It not only
resulted in rejection, but also provoked an angry reaction from the potential employer. Notice that
it appears to be a form letter. Although the writer claims to have knowledge of the fi rm’s objectives
and requirements, he obviously does not.
The second cover letter is a request for an interview for a full-time position written by a dif-ferent MBA student. It was one of several applications the student made that ultimately resulted
in a job offer. Notice that the writer of the second cover letter shows real knowledge of the fi rm’s
objectives and makes the case that she can satisfy the fi rm’s requirements. The writer also quantifi es
the results she has obtained for her current employer, suggesting she has an action plan ready to
implement. In addition, the writer provides benchmark information about the fi rm that currently
retains her and the schools she has attended.
The third MBA student’s résumé is shown as originally composed and after it was revised.The original version of the student’s resume also includes comments made by a recruiter that are
numbered and inserted into it in bold and brackets. The student was hoping to land a summer
internship in marketing in the high-tech industry that would allow her to travel internationally.
Notice that the recruiter’s think-aloud comments about the student’s original résumé are gener-
ally quite negative. The recruiter is not convinced she has the education, experience, and ability to
deliver the results the recruiter’s high-tech marketing internship requires. In addition, the small font
makes the original version diffi cult for the recruiter to read.
The revised résumé is much easier to read and highlights the student’s interest in marketing,high-tech, and international travel. It also puts greater focus on the results she achieved in prior
positions. The revised résumé made a more positive impression on recruiters and ultimately helped
the student land a marketing internship in the high-tech industry and travel abroad.