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

dc.contributor.advisorVan Hein, Judith
dc.contributor.authorPaulson, Sarah K.
dc.contributor.committeememberHein, Michael
dc.contributor.committeememberFrame, Mark
dc.contributor.departmentPsychologyen_US
dc.date.accessioned2018-01-04T20:26:49Z
dc.date.available2018-01-04T20:26:49Z
dc.date.issued2017-10-21
dc.description.abstractIn 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.
dc.description.degreeM.A.
dc.identifier.urihttp://jewlscholar.mtsu.edu/xmlui/handle/mtsu/5556
dc.publisherMiddle Tennessee State University
dc.subjectCompensation
dc.subjectIndividual differences
dc.subjectJob offer
dc.subjectNegotiation
dc.subjectPsychology
dc.subjectSocial sciences
dc.subject.umiOccupational psychology
dc.subject.umiOrganizational behavior
dc.thesis.degreegrantorMiddle Tennessee State University
dc.thesis.degreelevelMasters
dc.titleEffects of gender, personality, self-efficacy, locus of control, and money ethics on the propensity to negotiate starting salary during the job offer process
dc.typeThesis

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