Friends in high places : the effects of social networks on discrimination in salary negotiations
By: SEIDEL, Marc-David
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Contributor(s): POLZER, Jeffrey T | STEWART, Katherine J.
Material type: 
ArticlePublisher: Ithaca : Johnson Graduate School of Management, March 2000Administrative Science Quarterly 45, 1, p. 1-24Abstract: This article tests hypothesis 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 memnbers 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 organizatin significantly increased salary negotiation outcomes, and minorities were less likelt than majority members to have such a social tie
| Item type | Current location | Collection | Call number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|
| Periódico | Biblioteca Graciliano Ramos | Periódico | Not for loan |
This article tests hypothesis 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 memnbers 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 organizatin significantly increased salary negotiation outcomes, and minorities were less likelt than majority members to have such a social tie
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