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

Shira Mor

PLOS ONE, 2018, vol. 13, issue 11, 1-9

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.

Date: 2018
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Persistent link: https://EconPapers.repec.org/RePEc:plo:pone00:0207035

DOI: 10.1371/journal.pone.0207035

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