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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缩小性别谈判差距：权利的力量，

与男性相比，女性不太可能为自己的劳动力市场结果进行谈判，这一发现与经济结果中的性别差距有关。通过工资谈判实验，我们探讨了应享权利对性别谈判可能性差异的影响。我们通过采用不同的雇用方法来操纵权利的形成。我们的研究结果表明，当招聘过程是基于运气（随机对待）时，男性比女性更倾向于谈判。在招聘过程缺乏透明度（未知待遇）的情况下，性别差距缩小并保持沉默。当招聘过程透明地基于绩效（权利待遇）时，女性的反应是表现出更高的谈判可能性，谈判中的性别差距不仅缩小，而且方向相反。这些发现强调了透明和择优招聘实践在缓解劳动力市场结果中的性别差异方面的潜力。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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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.