IDEAS home Printed from https://ideas.repec.org/p/unm/unumer/2006045.html
   My bibliography  Save this paper

Interpersonal Styles and Labor Market Outcomes

Author

Listed:
  • Weinberg, Bruce A.

    (Ohio State University and NBER)

  • Borghans, Lex

    (ROA, University of Maastricht)

  • Weel, Bas ter

    (UNU-MERIT)

Abstract

This paper develops a framework to understand the role of interpersonal interactions in the labor market including task assignment and wages. Effective interpersonal interactions involve caring, to establish cooperation, and at the same time directness, to communicate in an unambiguous way. The ability to perform these tasks varies with personality and the importance of these tasks varies across jobs. An assignment model shows that people are most productive in jobs that match their style and earn less when they have to shift to other jobs. An oversupply of one attribute relative to the other reduces wages for people who are better with the attribute in greater supply. We present evidence that youth sociability affects job assignment in adulthood. The returns to interpersonal interactions are consistent with the assignment model.

Suggested Citation

  • Weinberg, Bruce A. & Borghans, Lex & Weel, Bas ter, 2006. "Interpersonal Styles and Labor Market Outcomes," MERIT Working Papers 2006-045, United Nations University - Maastricht Economic and Social Research Institute on Innovation and Technology (MERIT).
    • Handle: RePEc:unm:unumer:2006045
    as

    Download full text from publisher

    File URL: https://unu-merit.nl/publications/wppdf/2006/wp2006-045.pdf
    Download Restriction: no
    ---><---

    Other versions of this item:

    References listed on IDEAS

    as
    1. Borghans, Lex & Weel, Bas ter & Weinberg, Bruce A., 2005. "People People: Social Capital and the Labor-Market - Outcomes of Underrepresented Groups," Research Memorandum 002, Maastricht University, Maastricht Economic Research Institute on Innovation and Technology (MERIT).
    2. Robert H. Frank & Thomas Gilovich & Dennis T. Regan, 1993. "Does Studying Economics Inhibit Cooperation?," Journal of Economic Perspectives, American Economic Association, vol. 7(2), pages 159-171, Spring.
    3. Ivar Ekeland & James J. Heckman & Lars Nesheim, 2004. "Identification and Estimation of Hedonic Models," Journal of Political Economy, University of Chicago Press, vol. 112(S1), pages 60-109, February.
    4. Alan B. Krueger & David Schkade, 2008. "Sorting in the Labor Market: Do Gregarious Workers Flock to Interactive Jobs?," Journal of Human Resources, University of Wisconsin Press, vol. 43(4).
    5. James J. Heckman & Jora Stixrud & Sergio Urzua, 2006. "The Effects of Cognitive and Noncognitive Abilities on Labor Market Outcomes and Social Behavior," Journal of Labor Economics, University of Chicago Press, vol. 24(3), pages 411-482, July.
    6. Dora L. Costa & Matthew E. Kahn, 2003. "Cowards and Heroes: Group Loyalty in the American Civil War," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 118(2), pages 519-548.
    7. repec:dau:papers:123456789/6486 is not listed on IDEAS
    8. Carmit Segal, 2006. "Motivation, test scores and economic success," Economics Working Papers 1124, Department of Economics and Business, Universitat Pompeu Fabra, revised Oct 2008.
    9. Cunha, Flavio & Heckman, James J. & Lochner, Lance, 2006. "Interpreting the Evidence on Life Cycle Skill Formation," Handbook of the Economics of Education, in: Erik Hanushek & F. Welch (ed.), Handbook of the Economics of Education, edition 1, volume 1, chapter 12, pages 697-812, Elsevier.
    10. Lex Borghans & Huub Meijers & Bas Ter Weel, 2008. "The Role Of Noncognitive Skills In Explaining Cognitive Test Scores," Economic Inquiry, Western Economic Association International, vol. 46(1), pages 2-12, January.
    11. Alexandra Spitz-Oener, 2006. "Technical Change, Job Tasks, and Rising Educational Demands: Looking outside the Wage Structure," Journal of Labor Economics, University of Chicago Press, vol. 24(2), pages 235-270, April.
    12. George J. Mailath & Andrew Postlewaite, 2006. "Social Assets," International Economic Review, Department of Economics, University of Pennsylvania and Osaka University Institute of Social and Economic Research Association, vol. 47(4), pages 1057-1091, November.
      • George J. Mailath & Andrew Postlewaite, 2002. "Social Assets," PIER Working Paper Archive 06-003, Penn Institute for Economic Research, Department of Economics, University of Pennsylvania, revised 05 Jan 2006.
      • George J. Mailath & Andrew Postlewaite, 2002. "Social Assets," PIER Working Paper Archive 04-025, Penn Institute for Economic Research, Department of Economics, University of Pennsylvania, revised 04 Jun 2004.
    13. Melissa Osborne & Herbert Gintis & Samuel Bowles, 2001. "The Determinants of Earnings: A Behavioral Approach," Journal of Economic Literature, American Economic Association, vol. 39(4), pages 1137-1176, December.
    14. Lex Borghans & Bas ter Weel, 2006. "Do We Need Computer Skills to Use a Computer? Evidence from Britain," LABOUR, CEIS, vol. 20(3), pages 505-532, September.
    15. Canice Prendergast, 2003. "The Limits of Bureaucratic Efficiency," Journal of Political Economy, University of Chicago Press, vol. 111(5), pages 929-958, October.
    16. Sattinger, Michael, 1993. "Assignment Models of the Distribution of Earnings," Journal of Economic Literature, American Economic Association, vol. 31(2), pages 831-880, June.
    17. Mueller, Gerrit & Plug, Erik, 2004. "Estimating the Effect of Personality on Male-Female Earnings," IZA Discussion Papers 1254, Institute of Labor Economics (IZA).
    18. Lex Borghans & Huub Meijers & Bas Ter Weel, 2008. "The Role Of Noncognitive Skills In Explaining Cognitive Test Scores," Economic Inquiry, Western Economic Association International, vol. 46(1), pages 2-12, January.
    19. Flavio Cunha & James J. Heckman, 2008. "Formulating, Identifying and Estimating the Technology of Cognitive and Noncognitive Skill Formation," Journal of Human Resources, University of Wisconsin Press, vol. 43(4).
    20. Kuhn, Peter J. & Weinberger, Catherine, 2002. "Leadership Skills and Wages," IZA Discussion Papers 482, Institute of Labor Economics (IZA).
    21. Nicole M. Fortin, 2008. "The Gender Wage Gap among Young Adults in the United States: The Importance of Money versus People," Journal of Human Resources, University of Wisconsin Press, vol. 43(4).
    22. Green, Francis & McIntosh, Steven, 2001. "The intensification of work in Europe," Labour Economics, Elsevier, vol. 8(2), pages 291-308, May.
    23. John M. Barron & Mark C. Berger & Dan A. Black, 2006. "Selective Counteroffers," Journal of Labor Economics, University of Chicago Press, vol. 24(3), pages 385-410, July.
    24. Randall K. Filer, 1983. "Sexual Differences in Earnings: The Role of Individual Personalities and Tastes," Journal of Human Resources, University of Wisconsin Press, vol. 18(1), pages 82-99.
    25. Ortmann, Andreas & Tichy, Lisa K., 1999. "Gender differences in the laboratory: evidence from prisoner's dilemma games," Journal of Economic Behavior & Organization, Elsevier, vol. 39(3), pages 327-339, July.
    26. Gerrit Mueller & Erik Plug, 2006. "Estimating the Effect of Personality on Male and Female Earnings," ILR Review, Cornell University, ILR School, vol. 60(1), pages 3-22, October.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Borghans, L. & Golsteyn, B.H.H., 2007. "Are courses chosen to reduce skill-deficiencies? an experimental approach," ROA Research Memorandum 001, Maastricht University, Research Centre for Education and the Labour Market (ROA).
    2. Thiel, Hendrik & Thomsen, Stephan L., 2013. "Noncognitive skills in economics: Models, measurement, and empirical evidence," Research in Economics, Elsevier, vol. 67(2), pages 189-214.
    3. Bas ter Weel & Tyas Prevoo, 2013. "The Importance of Early Conscientiousness for Socio-Economic Outcomes: Evidence from the British Cohort Study," CPB Discussion Paper 251.rdf, CPB Netherlands Bureau for Economic Policy Analysis.
    4. Flavio Cunha & James J. Heckman, 2009. "The Economics and Psychology of Inequality and Human DEvelopment," Journal of the European Economic Association, MIT Press, vol. 7(2-3), pages 320-364, 04-05.
    5. By Tyas Prevoo & Bas ter Weel, 2015. "The importance of early conscientiousness for socio-economic outcomes: evidence from the British Cohort Study," Oxford Economic Papers, Oxford University Press, vol. 67(4), pages 918-948.
    6. Elke Lüdemann, 2011. "Schooling and the Formation of Cognitive and Non-cognitive Outcomes," ifo Beiträge zur Wirtschaftsforschung, ifo Institute - Leibniz Institute for Economic Research at the University of Munich, number 39, May.
    7. Bas ter Weel & Tyas Prevoo, 2013. "The Importance of Early Conscientiousness for Socio-Economic Outcomes: Evidence from the British Cohort Study," CPB Discussion Paper 251, CPB Netherlands Bureau for Economic Policy Analysis.
    8. Kautz, Tim & Heckman, James J. & Diris, Ron & ter Weel, Bas & Borghans, Lex, 2014. "Fostering and Measuring Skills: Improving Cognitive and Non-Cognitive Skills to Promote Lifetime Success," IZA Discussion Papers 8696, Institute of Labor Economics (IZA).
    9. Nils Braakmann, 2009. "The Role of Psychological Traits for the Gender Gap in Full-Time Employment and Wages: Evidence from Germany," SOEPpapers on Multidisciplinary Panel Data Research 162, DIW Berlin, The German Socio-Economic Panel (SOEP).
    10. Ozkan Eren & I. Serkan Ozbeklik, 2010. "Leadership Skills and Wages Revisited: Is There a Causal Relation?," Working Papers 1002, University of Nevada, Las Vegas , Department of Economics.
    11. Ham, Roger & Junankar, Pramod N. (Raja) & Wells, Robert, 2009. "Antagonistic Managers, Careless Workers and Extraverted Salespeople: An Examination of Personality in Occupational Choice," IZA Discussion Papers 4193, Institute of Labor Economics (IZA).
    12. Shelly Lundberg, 2017. "Noncognitive Skills as Human Capital," NBER Chapters, in: Education, Skills, and Technical Change: Implications for Future US GDP Growth, pages 219-243, National Bureau of Economic Research, Inc.
    13. James Heckman & Flavio Cunha, 2007. "The Technology of Skill Formation," American Economic Review, American Economic Association, vol. 97(2), pages 31-47, May.
    14. James Heckman & Tim Kautz, 2013. "Fostering and Measuring Skills: Interventions That Improve Character and Cognition," Working Papers 2013-019, Human Capital and Economic Opportunity Working Group.
    15. Borghans, L. & Golsteyn, B.H.H. & Heckman, James & Humphries, John Eric, 2011. "Identification problems in personality psychology," Research Memorandum 025, Maastricht University, Maastricht Research School of Economics of Technology and Organization (METEOR).
    16. Lee, Sun Youn & Ohtake, Fumio, 2018. "Is being agreeable a key to success or failure in the labor market?," Journal of the Japanese and International Economies, Elsevier, vol. 49(C), pages 8-27.
    17. James J. Heckman, 2007. "The Economics, Technology and Neuroscience of Human Capability Formation," NBER Working Papers 13195, National Bureau of Economic Research, Inc.
    18. Thomas Dohmen & Armin Falk & David Huffman & Uwe Sunde, 2010. "Are Risk Aversion and Impatience Related to Cognitive Ability?," American Economic Review, American Economic Association, vol. 100(3), pages 1238-1260, June.
    19. Heckman, James J. & Kautz, Tim, 2012. "Hard evidence on soft skills," Labour Economics, Elsevier, vol. 19(4), pages 451-464.
    20. Alita Nandi & Cheti Nicoletti, 2014. "Explaining personality pay gaps in the UK," Applied Economics, Taylor & Francis Journals, vol. 46(26), pages 3131-3150, September.

    More about this item

    Keywords

    Interpersonal Interactions; Wage Level; Wage Structure;
    All these keywords.

    JEL classification:

    • J21 - Labor and Demographic Economics - - Demand and Supply of Labor - - - Labor Force and Employment, Size, and Structure
    • J24 - Labor and Demographic Economics - - Demand and Supply of Labor - - - Human Capital; Skills; Occupational Choice; Labor Productivity
    • J31 - Labor and Demographic Economics - - Wages, Compensation, and Labor Costs - - - Wage Level and Structure; Wage Differentials

    NEP fields

    This paper has been announced in the following NEP Reports:

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:unm:unumer:2006045. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Ad Notten The email address of this maintainer does not seem to be valid anymore. Please ask Ad Notten to update the entry or send us the correct address (email available below). General contact details of provider: https://edirc.repec.org/data/meritnl.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.