Getting Off on the Right Foot: Subjective Value Versus Economic Value in Predicting Longitudinal Job Outcomes From Job Offer Negotiations

• 成果类型: Article
• 署名作者: Curhan, Jared R.; Elfenbein, Hillary Anger; Kilduff, Gavin J.
• 署名单位: Massachusetts Institute of Technology (MIT); University of California System; University of California Berkeley
• 刊物名称: JOURNAL OF APPLIED PSYCHOLOGY
• ISSN/ISSBN: 0021-9010
• DOI: 10.1037/a0013746
• 发表日期: 2009
• 页码: 524-534
• 关键词: employment negotiation; subjective value; economic outcomes; job satisfaction; turnover

摘要

Although negotiation experiences can affect a negotiator's ensuing attitudes and behavior, little is known about their long-term consequences. Using a longitudinal survey design, the authors tested the degree to which economic and subjective value achieved in job offer negotiations predicts employees' subsequent job attitudes and intentions concerning turnover. Results indicate that subjective value predicts greater compensation satisfaction and job satisfaction and lower turnover intention measured I year later. Surprisingly, the economic outcomes that negotiators achieved had no apparent effects on these factors. Implications, limitations, and future directions are discussed.