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Leifeld, Ludger; Kruis, Wolfgang; Germer, Christoph‐Thomas

doi:10.1007/s11377-022-00608-9

Cited by 1 publication

(1 citation statement)

References 34 publications

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“…Data are not available due to their proprietary nature, but analysis code is available on Open Science Framework (https://osf.io/2np59/). Data were analyzed using R (Version 4.0.2; R Core Team, 2022) and packages AER (Version 1.2-9; Kleiber & Zeileis, 2020), BayesFactor (Version 0.9.12-4.3; Morey & Rouder, 2021), ggplot2 (Version 3.3.5; Wickham et al, 2021), interactions (Version 1.1.5; Long, 2021), mediation (Version 4.5.0; Tingley et al, 2019), and texreg (Version 1.38.5; Leifeld, 2022). We preregistered exclusion criteria and analyses at https://aspredicted.org/BTU_AKZ.…”

Section: Studymentioning

confidence: 99%

Asians don't ask? Relational concerns, negotiation propensity, and starting salaries.

Lu¹

2023

Journal of Applied Psychology

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In the U.S., Asians are commonly viewed as the “model minority” because of their economic prosperity. We challenge this rosy view by revealing that certain Asian groups may be susceptible to lower starting salaries. In Study 1, we analyzed 19 class years of MBAs who accepted full-time job offers in the U.S. At first glance, Asians appeared to have starting salaries similarly high as Whites’. However, a striking gap emerged once we distinguished between East Asians (e.g., ethnic Chinese), Southeast Asians (e.g., ethnic Vietnamese), and South Asians (e.g., ethnic Indians): Whereas South Asians started with the highest salaries of all ethnicities, East/Southeast Asians were near the bottom. This salary gap was mediated by East/Southeast Asians’ propensity to not negotiate due to higher relational concerns. Importantly, negotiation predicted higher salary for each of the three groups (East/Southeast Asians, South Asians, and Whites). In further support of negotiation propensity as a mechanism, we identified industry as a boundary condition: The salary gap was not observed for consulting jobs, where MBA starting salaries are typically standard and non-negotiable. The non-consulting salary gap between East/Southeast and South Asians was estimated to be $4,002/year, a sizable difference that can compound over career life. Study 2 found similar results in a non-MBA sample while further accounting for individuals’ bargaining power (e.g., the number of alternative offers, the highest alternative offer). In revealing the differences between East/Southeast and South Asians, this research moves beyond the predominant West-versus-East paradigm and reveals a more complex reality underneath Asian prosperity.

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Section: Studymentioning

confidence: 99%

Asians don't ask? Relational concerns, negotiation propensity, and starting salaries.

Lu¹

2023

Journal of Applied Psychology

View full text Add to dashboard Cite

show abstract

Divertikelkrankheit

Cited by 1 publication

References 34 publications

Asians don't ask? Relational concerns, negotiation propensity, and starting salaries.

Asians don't ask? Relational concerns, negotiation propensity, and starting salaries.

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