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Inducing gender/professional identity compatibility promotes women’s compensation requests

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  • Shira Mor

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.

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  • Shira Mor, 2018. "Inducing gender/professional identity compatibility promotes women’s compensation requests," PLOS ONE, Public Library of Science, vol. 13(11), pages 1-9, November.
    • Handle: RePEc:plo:pone00:0207035
    DOI: 10.1371/journal.pone.0207035
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    References listed on IDEAS

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    1. Bowles, Hannah Riley & Babcock, Linda & Lai, Lei, 2007. "Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask," Organizational Behavior and Human Decision Processes, Elsevier, vol. 103(1), pages 84-103, May.
    2. Bowles, Hannah Riley & Babcock, Linda & McGinn, Kathleen L., 2005. "Constraints and Triggers: Situational Mechanics of Gender in Negotiation," Working Paper Series rwp05-051, Harvard University, John F. Kennedy School of Government.
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