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"When" Versus "Whether" Gender/Sex Differences: Insights From Psychological Research on Negotiation, Risk-Taking, and
Hannah R Bowles1, Jens Mazei2, Heidi H Liu3
1John F. Kennedy School of Government, Harvard University.
Summary
Situational ambiguity and the relevance of gender/sex amplify gender-based differences in negotiation, risk-taking, and leadership. These factors influence behavior and evaluations in masculine-stereotyped domains.
Area of Science:
- Social Psychology
- Organizational Behavior
- Gender Studies
Background:
- Gender/sex gaps persist in pay and authority, particularly in masculine-stereotyped domains like negotiation, risk-taking, and leadership.
- Situational factors are increasingly recognized as critical moderators of gender/sex effects in various behavioral contexts.
Purpose of the Study:
- To present a conceptual framework explaining how situational moderators influence gender/sex effects in negotiation, risk-taking, and leadership.
- To propose that situational ambiguity and the relevance/salience of gender/sex increase gender-linked behaviors and evaluations.
Main Methods:
- Conceptual analysis and theoretical framework development.
- Review of existing literature on gender/sex effects, situational moderators, and stereotypic domains.
Main Results:
- Greater situational ambiguity prompts reliance on internal schemas or external social norms, increasing gender/sex-linked influences.
- Increased relevance and salience of gender/sex in a given context heighten the likelihood of gender/sex-based effects on behavior and evaluations.
- The interplay between ambiguity and gender/sex relevance/salience can jointly or interactively shape these effects.
Conclusions:
- The proposed framework offers a nuanced understanding of when gender/sex differences are likely to emerge in key professional domains.
- Highlights the importance of considering situational moderators to address gender/sex gaps in pay and authority.
- Suggests future research directions and practical applications for psychological science and organizational practice.
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