相信要实现吗?了解社会阶级背景如何影响成就努力对谈判倾向的影响

IF 3.1 4区 管理学 Q2 MANAGEMENT
Lauren S. Simon, Emily S. Corwin, J. Tilton, Denise Breaux Soignet
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引用次数: 0

摘要

谈判对事业成功很重要。因此,本研究借鉴了社会期望和自我调节理论,建立了一个模型,提出社会阶级背景(SCB)影响成就追求转化为谈判倾向的难易程度。具体来说,作者研究了SCB如何通过一个关键的中介——基于地位的身份不确定性——反映一个人对其社会地位的(不)确定性——来调节成就争取和谈判倾向之间的关系。设计/方法/方法作者在为期四周的时间里从460名参与者中收集了三次调查的数据。作者通过要求参与者对三种情景的不同谈判参与程度的行为反应进行排序来评估谈判倾向。研究结果:成就追求对谈判倾向的积极影响在低SCBs个体中减弱,部分原因是低SCBs的成就导向型个体经历了更高的基于地位的身份不确定性。尽管追求成就是启动谈判的一项优势,但它似乎不成比例地有利于那些scb较高的人。独创性/价值追求成就程度高、SCBs值低的个体与SCBs值高的个体在谈判过程中的处理方式可能不同。这种动态是另一种机制,通过这种机制,职业成功的累积(非)优势过程可能随着时间的推移而发生。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
Believe to achieve? Understanding how social class background impacts the effects of achievement striving on propensity to negotiate
PurposeNegotiation is important for career success. Therefore, this study draws from social expectancy and self-regulation theories to develop a model proposing that social class background (SCB) influences the ease with which achievement striving translates into propensity to negotiate. Specifically, the authors examine how SCB moderates the relationship between achievement striving and negotiation propensity via a key mediator—status-based identity uncertainty—reflective of one's (un)certainty about their societal standing.Design/methodology/approachThe authors collected data across three surveys over a four-week period from 460 participants. The authors assessed negotiation propensity by asking participants to rank-order behavioral reactions, representative of different degrees of negotiation engagement, in response to three scenarios.FindingsThe positive effects of achievement striving on negotiation propensity are attenuated for individuals with lower SCBs, in part, because achievement-oriented individuals with lower SCBs experience a heightened sense of status-based identity uncertainty. Although achievement striving is an asset for initiating negotiations, it appears to disproportionately benefit those with higher SCBs.Originality/valueIndividuals higher in achievement striving and with lower SCBs may approach the negotiation process differently than those with higher SCBs. This dynamic serves as another mechanism through which cumulative (dis)advantage processes in career success may occur over time.
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来源期刊
CiteScore
5.50
自引率
6.20%
发文量
26
期刊介绍: ■Communication and its influence on action ■Developments in leadership styles ■How managers achieve success ■How work design affects job motivation ■Influences on managerial priorities and time allocation ■Managing conflicts ■The decision-making process in Eastern and Western business cultures
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