Feminine Charm: An Experimental Analysis of its Costs and Benefits in Negotiations  

Oleh:

Kray, Laura J. ; Locke, Connson C. ; Zant, Alex B. Van

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 38 no. 10 (Oct. 2012), page 1343-1357.
Topik: Feminine Charm; Gender; Negotiations; Ingratiation; Impression Management; Communal Interaction Style
Fulltext: PSPB_38_10_1343.pdf (1.18MB)

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Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45.47 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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The authors examined feminine charm, an impression management technique available to women that combines friendliness with flirtation. They asked whether feminine charm resolves the impression management dilemma facing women who simultaneously pursue task (i.e., economic) and social goals in negotiations. They compared women’s social and economic consequences after using feminine charm versus a neutral interaction style. They hypothesized that feminine charm would create positive impressions of its users, thus partially mitigating the social penalties women negotiators often incur. They also expected that the degree to which females were perceived as flirtatious (signaling a concern for self), rather than merely friendly (signaling a concern for other), would predict better economic deals for females. Hypotheses were supported across a correlational study and three experiments. Feminine charm has costs and benefits spanning economic and social measures. Theoretical and practical implications are discussed.

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