Believe to achieve? Understanding how social class background impacts the effects of achievement striving on propensity to negotiate
Journal of Managerial Psychology
ISSN: 0268-3946
Article publication date: 27 September 2022
Issue publication date: 11 October 2022
Abstract
Purpose
Negotiation is important for career success. Therefore, this study draws from social expectancy and self-regulation theories to develop a model proposing that social class background (SCB) influences the ease with which achievement striving translates into propensity to negotiate. Specifically, the authors examine how SCB moderates the relationship between achievement striving and negotiation propensity via a key mediator—status-based identity uncertainty—reflective of one's (un)certainty about their societal standing.
Design/methodology/approach
The authors collected data across three surveys over a four-week period from 460 participants. The authors assessed negotiation propensity by asking participants to rank-order behavioral reactions, representative of different degrees of negotiation engagement, in response to three scenarios.
Findings
The positive effects of achievement striving on negotiation propensity are attenuated for individuals with lower SCBs, in part, because achievement-oriented individuals with lower SCBs experience a heightened sense of status-based identity uncertainty. Although achievement striving is an asset for initiating negotiations, it appears to disproportionately benefit those with higher SCBs.
Originality/value
Individuals higher in achievement striving and with lower SCBs may approach the negotiation process differently than those with higher SCBs. This dynamic serves as another mechanism through which cumulative (dis)advantage processes in career success may occur over time.
Keywords
Acknowledgements
This research was supported by a grant through the Dr. Barbara A. Lofton Office of Diversity & Inclusion at the Sam M. Walton College of Business at the University of Arkansas.
Citation
Simon, L.S., Corwin, E.S., Tilton, J. and Breaux Soignet, D. (2022), "Believe to achieve? Understanding how social class background impacts the effects of achievement striving on propensity to negotiate", Journal of Managerial Psychology, Vol. 37 No. 8, pp. 779-794. https://doi.org/10.1108/JMP-09-2021-0493
Publisher
:Emerald Publishing Limited
Copyright © 2022, Emerald Publishing Limited