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dc.creatorSeidel, M. D. L.en
dc.creatorPolzer, J. T.en
dc.creatorStewart, K. J.en
dc.date.accessioned2015-04-16T13:57:28Zen
dc.date.available2015-04-16T13:57:28Zen
dc.date.issued2000-03en
dc.identifier.citationMarc-David L. Seidel, Jeffrey T. Polzer and Katherine J. Stewart. Administrative Science Quarterly Vol. 45, No. 1 (Mar., 2000), pp. 1-24. DOI: 10.2307/2666977en
dc.identifier.issn0001-8392en
dc.identifier.urihttp://hdl.handle.net/2152/29303en
dc.description.abstractThis article tests hypotheses 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 members 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 organization significantly increased salary negotiation outcomes, and minorities were less likely than majority members to have such a social tie.(.)en
dc.language.isoEnglishen
dc.rightsAdministrative deposit of works to UT Digital Repository: This works author(s) is or was a University faculty member, student or staff member; this article is already available through open access or the publisher allows a PDF version of the article to be freely posted online. The library makes the deposit as a matter of fair use (for scholarly, educational, and research purposes), and to preserve the work and further secure public access to the works of the University.en
dc.subjectoccupational-statusen
dc.subjectstructural-analysisen
dc.subjectcar negotiationsen
dc.subjectracial-attitudesen
dc.subjectsymbolic racismen
dc.subjectraceen
dc.subjectperformanceen
dc.subjectorganizationsen
dc.subjectoutcomesen
dc.subjectalternativesen
dc.subjectbusinessen
dc.subjectmanagementen
dc.titleFriends In High Places: The Effects Of Social Networks On Discrimination In Salary Negotiationsen
dc.typeArticleen
dc.description.departmentManagementen
dc.identifier.doi10.2307/2666977en
dc.contributor.utaustinauthorMarc-David, Seidel L.en
dc.contributor.utaustinauthorStewart, Katherine J.en
dc.relation.ispartofserialAdministrative Science Quarterlyen_US


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