Friends in high places: The effects of social networks on discrimination in salary negotiations

• 成果类型: Article
• 署名作者: Seidel, MDL; Polzer, JT; Stewart, KJ
• 署名单位: University of Texas System; University of Texas Austin; Harvard University
• 刊物名称: ADMINISTRATIVE SCIENCE QUARTERLY
• ISSN/ISSBN: 0001-8392
• DOI: 10.2307/2666977
• 发表日期: 2000
• 页码: 1-24
• 关键词: OCCUPATIONAL-STATUS; structural-analysis; CAR NEGOTIATIONS; RACIAL-ATTITUDES; SYMBOLIC RACISM; RACE; performance; ORGANIZATIONS; outcomes; ALTERNATIVES

摘要

This article tests hypotheses about the effects of social networks on inequitable salary negotiation outcomes using a U.S. high-technology company's salary negotiation data for 1985-1995. Analyzing results of 3,062 actual salary negotiations, we found that members of racial minority groups negotiated significantly lower salary increases than majority members, but this effect was dramatically reduced when we controlled for social ties to the organization. Having a social tie to the organization significantly increased salary negotiation outcomes, and minorities were less likely than majority members to have such a social tie.(.)