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■ This study focuses on the career entry and development of professional musicians in the Netherlands. Ten artist and repertoire (A&R) managers, key decision-makers in the selection process at the input side of the record industry, were interviewed to investigate the essential characteristics a musician requires to become a successful professional. In addition, the practices and criteria applied in the A&R manager's selection process were discussed. Based on these interviews, a number of background, personality and contextual factors influencing career success were identified. The musician's social environment should be supportive but critical, while likeability, perfectionism, motivation, insecurity and self-criticism were said to be key personality traits to become successful. For A&R managers, the most important source for finding out about new talent is their professional network. The main criteria for selection are the musician's skills, quality of their music and live performance, and the perceived possibility to sell their music and attract media exposure. The study's findings are consistent with earlier research on the American and British record industry practices, indicating that such practices in the record industry are persistent over time, and that they are similar in other, smaller European music markets.

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