Does your skin color matter in buyer–seller negotiations? The implications of being a Black salesperson

Gligor, David; Newman, Christopher L.; Kashmiri, Saim

doi:10.1007/s11747-021-00768-0

Cited by 14 publications

(8 citation statements)

References 112 publications

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“…This is a significant limitation in the literature, considering that investors can react more negatively to certain minorities, such as female CEOs, and that the number of Black CEOs is significantly lower than that of female CEOs (Wahba, 2020). This limitation is further supported by studies indicating that Black people can experience discriminatory treatment (Gligor, Newman, & Kashmiri, 2021). Public opinion polls published recently reflect this sentiment.…”

Section: Introductionmentioning

confidence: 91%

Examining investor reactions to appointments of Black top management executives and CEOs

Gligor

Novicevic

Feizabadi

et al. 2021

Strategic Management Journal

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Research summary The authors investigated investor reactions to the appointment of Black executives. The results indicate that investors respond: (1) more negatively to the announcement of Black CEO appointments than to White CEO appointments, (2) more negatively to the announcement of the Black top management team (TMT) appointments than to White TMT appointments, (3) more negatively to the announcement of Black CEO appointments than to Black TMT appointments, and (4) more negatively to the announcement of Black CEO appointments who are promoted from outside the firm than to the announcement of Black CEO appointments who are promoted from inside the firm. Moreover, the post‐hoc analysis revealed that investors react more negatively to the TMT appointment of Black executives than to the TMT appointment of Latino or Asian executives. Our results show the negative association between the appointment of Black executives and investors' reactions, and we hope it sparks future research examining causal factors and their potential solutions. Managerial summary Investors react more negatively to the announcement of Black CEO appointments than to White CEO appointments, and more negatively to the announcement of Black CEO appointments who are promoted from outside the firm than to the announcement of Black CEO appointments who are promoted from inside the firm. Moreover, investors react more negatively to TMT appointments of Black executives than to TMT appointments of White, Latino, or Asian executives.

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Section: Introductionmentioning

confidence: 91%

Examining investor reactions to appointments of Black top management executives and CEOs

Gligor

Novicevic

Feizabadi

et al. 2021

Strategic Management Journal

View full text Add to dashboard Cite

show abstract

“…From these cues, assumptions are made regarding the customer’s ability to pay, their preferences, and how they will be treated in the interactions (Bone, Christensen and Williams 2014). Furthermore, frontline service providers may also be treated differently based on their race and subjected to discrimination by customers (Gligor, Newman and Kashmiri 2021). As AI-based technology is increasingly taking an integral role in service provision, it highlights the question of how to handle cultural and socio-economic diversity.…”

Section: Service Research Prioritiesmentioning

confidence: 99%

Service Research Priorities: Designing Sustainable Service Ecosystems

Fotheringham

Subramony

et al. 2021

Journal of Service Research

114

129

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This article utilizes input from service scholars, practitioners, reviews of published literature, and influential policy documents to identify service research priorities that push the boundaries of extant research. In a companion piece, we focused on four service research priorities related to managing and delivering service in turbulent times. Further, we identified a set of stakeholder-wants from the literature and included research questions that tie key stakeholder-wants to each of the three priorities in this article and the four priorities in the companion article. Here, we highlight the critical importance of scholarship and practice related to the design of sustainable service ecosystems and discuss three key service research priorities: large-scale and complex service ecosystems for transformative impact (SRP5), platform ecosystems and marketplaces (SRP6), and services for disadvantaged consumers and communities (SRP7). We call for an engaged service scholarship that considers the interrelationships among consumers, organizations, employees, platforms, and societal institutions and pursues transformative goals.

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“…Other studies have used lab experiments and notably the imagined contact method to examine the psychological effect of interaction. In such situations, participants were presented with a scenario and/or a picture and instructed to imagine themselves as the main character in the scenario (e.g., Alt et al, 2019; Gligor, Newman, & Kashmiri, 2021; Johnson, Meyers, & Williams, 2013; Palmeira & Sharifi, 2020; Wooten, 1995). For instance, Wooten (1995) asked participants to imagine hosting a social function for a small group of people and randomly assigned them to a picture supposed to illustrate their guests (six Blacks, three Blacks and three Whites, or six Whites).…”

Section: The Consumer Psychology Of Imimentioning

confidence: 99%

“…In such a circumstance, the employee may have increased ability to acknowledge, approach, and foster a positive interaction. The Social Dominance Theory, extensively used in social psychology (and recently in marketing, see Gligor et al, 2021), offers a rich framework to consumer psychologists who wish to examine the influence of racial domination on marketplace experiences (see Sidanius, Pratto, Van Laar, & Levin, 2004). A deeper examination of political ideologies (e.g., liberals vs. conservatives; multiculturalism vs. assimilation vs. color‐blindness) could also provide a finer understanding of how power dynamics influence psychological processes and impact marketplaces experiences (Briley, Jung, & Danziger, 2019; Johnson, Cadario, & Grier, 2015).…”

Section: An Organizing Framework For the Imi Literaturementioning

confidence: 99%

From Anxious Spaces to Harmonious Relations? Interracial Marketplace Interactions Through the Lens of Consumer Psychology

2021

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Interracial interactions abound in the marketplace and are at the core of many consumer experiences across commercial, health, and social settings. The creation of harmonious interracial interactions is a focal target of private, nonprofit, and governmental efforts to transform consumer markets worldwide. Yet both research and practice highlight the challenge of achieving such interactions. Despite their centrality to consumer experience and social significance, interracial interactions have received limited attention in the consumer psychology literature. Understanding the particular role of interracial interactions in how consumers choose, buy, and consume products, services, and experiences is essential to address racial inequity in the marketplace. In this research, we identify extant interdisciplinary research to conceptualize the consumer psychology underlying interracial marketplace interactions. We analyze this literature to summarize the state of the knowledge, identify important research gaps, and develop an organizing framework for prior and future research. Our analysis highlights priorities for future research supportive of harmonious interracial interactions that promote consumer equity and contribute to societal well‐being.

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Does your skin color matter in buyer–seller negotiations? The implications of being a Black salesperson

Cited by 14 publications

References 112 publications

Examining investor reactions to appointments of Black top management executives and CEOs

Examining investor reactions to appointments of Black top management executives and CEOs

Service Research Priorities: Designing Sustainable Service Ecosystems

From Anxious Spaces to Harmonious Relations? Interracial Marketplace Interactions Through the Lens of Consumer Psychology

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