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Inducing gender/professional identity compatibility promotes women’s compensation requests.
- Source :
- PLoS ONE; 11/12/2018, Vol. 13 Issue 11, p1-9, 9p
- Publication Year :
- 2018
-
Abstract
- In this paper, I examine whether inducing gender/professional identity compatibility prior to a self-advocacy negotiation, may enhance women’s assertiveness in a compensation negotiation and mitigate potential social backlash concerns for assertiveness. In two experimental lab studies where women negotiated with a male counterpart as sellers and job candidates, I found evidence supporting the causal link between state gender/profession identity integration and higher levels of assertiveness in women’s self-advocacy compensation negotiations. [ABSTRACT FROM AUTHOR]
Details
- Language :
- English
- ISSN :
- 19326203
- Volume :
- 13
- Issue :
- 11
- Database :
- Complementary Index
- Journal :
- PLoS ONE
- Publication Type :
- Academic Journal
- Accession number :
- 132958636
- Full Text :
- https://doi.org/10.1371/journal.pone.0207035