Differential Effects of State Shame and Self-Affirmation on Reactive Aggression

Marcotte, Melissa

doi:10.23860/diss-marcotte-melissa-2017

Cited by 1 publication

(1 citation statement)

References 0 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Two items were excluded from analyses because they lowered internal consistency ("pale -flushed", "feel like no one sees mefeel like people are looking at me"). In line with previous studies (Marcotte, 2017;Turner, 2014), we calculated an overall mean shame score (8 items, a = 0.82).…”

Section: Procedures and Measuresmentioning

confidence: 99%

Initiating salary negotiations: a mixed-methods study into the effects of gender, shame and pay-raise justifications

Nelson

Hakhmigari

Horesh

2022

IJCMA

View full text Add to dashboard Cite

Purpose Based on gender role theory, this study aims to test a moderated mediation model in which gender, mediated by shame, affected salary negotiation initiation and writing pay raise justifications before the negotiation moderated gender effects, by boosting women’s negotiation initiation and lowering their shame. Design/methodology/approach Mixed-methods approach: in a scenario experiment, participants (N = 172; 92 women) imagined initiating salary negotiations with real employers, and shame and the inclination to actually initiate the negotiation were measured. About half the sample wrote pay raise justifications as part of the task. In the qualitative phase of the study, justifications were analyzed. Findings The model’s predictions were not supported. Women were neither less inclined to negotiate nor reported higher shame than men. Across gender, shame related to lower negotiation initiation and was alleviated by justifications’ preparation. Writing justifications did not affect men’s negotiation initiation, but lowered women’s. The qualitative analysis revealed that while all participants preferred communal themes in their justifications, women used themes of confidence, entitlement and power less than men. Originality/value The study provides original evidence in negotiation literature, on the effects of shame, on the practice of preparing pay raise justifications and on specific patterns in justifications’ content.

show abstract

Section: Procedures and Measuresmentioning

confidence: 99%