Punishing female negotiators for asserting too much ... or not enough: Exploring why advocacy moderates backlash against assertive female negotiators
Punishing female negotiators for asserting too much ... or not enough: Exploring why advocacy moderates backlash against assertive female negotiators
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DOI：
10.1016/j.obhdp.2012.03.006
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发表时间：
2013-01-01
影响因子：
4.6
通讯作者：
Tinsley, Catherine H.
中科院分区：
文献类型：
--
作者：
Amanatullah, Emily T.;Tinsley, Catherine H.
我们补充了先前的研究结果，即相对于其他主张的女性、自我主张的男性和其他主张的男性，自我主张的女性谈判者不愿意维护自己的利益，并随后遭受经济影响，我们通过表明确实维护自己利益的自我主张的女性谈判者遭受负面的社会判断（即强烈反对）来补充。我们使用关于每种性别行为的社会规范的新兴理论来解释为什么倡导环境会缓和强烈反对。我们发现，自信、自我主张的女性会遭受社会抵制（例如，讨人喜欢度下降），因为她们的行为与高度消极的男性特征和低积极的女性特征有关。不自信、崇尚他人的女性会受到领导的强烈反对（例如，假定的能力较低），因为她们的行为与高度消极的女性特征和低积极的男性特征相关。有趣的是，尽管男性谈判者的特征与每种情况下的女性相似，但他们并没有遭受任何强烈反对的后果。 (C) 2012 Elsevier Inc. 保留所有权利。
We complement prior findings that self-advocating female negotiators are reluctant to assert their interests and subsequently suffer financial repercussions, relative to other-advocating females, self-advocating males, and other-advocating males, by showing that self-advocating female negotiators who do assert their interests suffer negative social judgments (i.e., backlash). We use nascent theory on societal norms for the behavior of each gender to explain why advocacy context moderates backlash. We show that assertive, self-advocating women suffer a social backlash (for example, decreased likability) because their behavior is associated with high negative masculine and low positive feminine characterizations. Non-assertive, other-advocating women suffer a leadership backlash (for example, lower presumed competency) because their behavior is associated with high negative feminine and low positive masculine characterizations. Interestingly, male negotiators do not suffer any backlash consequences despite being characterized in a fashion similar to that of the females in each condition. (C) 2012 Elsevier Inc. All rights reserved.