Effects of gender, personality, self-efficacy, locus of control, and money ethics on the propensity to negotiate starting salary during the job offer process

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Date
2017-10-21
Authors
Paulson, Sarah K.
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Publisher
Middle Tennessee State University
Abstract
In the 1970s, the study of the relationship between individual differences and negotiation was deemed a fruitless pursuit. Recent research has contradicted that assertion and the current study seeks to do the same by looking at the effect of personality, gender, locus of control, self-efficacy, and money ethics on the propensity to initiate salary negotiation. A total of 290 students were recruited from an introductory psychology research pool at a large, public university. The results found that students higher in extraversion, conscientiousness, general and task-specific (in particular, job- and negotiation-specific) self-efficacy, and locus of control are more likely to initiate salary negotiation during the job offer process.
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Keywords
Compensation, Individual differences, Job offer, Negotiation, Psychology, Social sciences
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