Closing the gender negotiation gap: The power of entitlements,

IF 2.5 2区经济学 Q2 ECONOMICS

Journal of Economic Psychology Pub Date : 2025-01-01 DOI:10.1016/j.joep.2024.102786

Elif E. Demiral , Macie Addley , Erin Taylor

引用次数: 0

Abstract

Women are less likely to negotiate for their labor market outcomes than men and this finding is linked to the gender gaps in economic outcomes. Through a wage negotiation experiment, we investigate how entitlements influence gender differences in negotiation likelihood. We manipulate the formation of entitlements by employing different hiring methods. Our results reveal that when the hiring process is based on luck (random treatment), men are more prone to negotiate than women. In the condition where the hiring process lacks transparency (unknown treatment), the gender gap declines and remains muted. When the hiring process is transparently grounded on merit (entitlement treatment), women react by displaying higher negotiation likelihood, and the gender gap in negotiation not only declines but reverses in direction. These findings underscore the potential of transparent and merit-based recruitment practices in mitigating gender disparities within labor market outcomes.

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来源期刊

Journal of Economic Psychology Multiple-

CiteScore

5.20

自引率

31.40%

发文量

审稿时长

63 days

期刊介绍： The Journal aims to present research that will improve understanding of behavioral, in particular psychological, aspects of economic phenomena and processes. The Journal seeks to be a channel for the increased interest in using behavioral science methods for the study of economic behavior, and so to contribute to better solutions of societal problems, by stimulating new approaches and new theorizing about economic affairs. Economic psychology as a discipline studies the psychological mechanisms that underlie economic behavior. It deals with preferences, judgments, choices, economic interaction, and factors influencing these, as well as the consequences of judgements and decisions for economic processes and phenomena. This includes the impact of economic institutions upon human behavior and well-being. Studies in economic psychology may relate to different levels of aggregation, from the household and the individual consumer to the macro level of whole nations. Economic behavior in connection with inflation, unemployment, taxation, economic development, as well as consumer information and economic behavior in the market place are thus among the fields of interest. The journal also encourages submissions dealing with social interaction in economic contexts, like bargaining, negotiation, or group decision-making. The Journal of Economic Psychology contains: (a) novel reports of empirical (including: experimental) research on economic behavior; (b) replications studies; (c) assessments of the state of the art in economic psychology; (d) articles providing a theoretical perspective or a frame of reference for the study of economic behavior; (e) articles explaining the implications of theoretical developments for practical applications; (f) book reviews; (g) announcements of meetings, conferences and seminars.