메뉴 건너뛰기




Volumn 53, Issue 4, 2010, Pages 769-787

Gender and persistence in negotiation: A dyadic perspective

Author keywords

[No Author keywords available]

Indexed keywords


EID: 77955690952     PISSN: 00014273     EISSN: None     Source Type: Journal    
DOI: 10.5465/amj.2010.52814595     Document Type: Article
Times cited : (68)

References (98)
  • 1
  • 2
    • 33746878674 scopus 로고
    • Self-efficacy mechanism in human agency
    • Bandura, A. 1982. Self-efficacy mechanism in human agency. American Psychologist, 37: 122-147.
    • (1982) American Psychologist , vol.37 , pp. 122-147
    • Bandura, A.1
  • 3
    • 0000107851 scopus 로고
    • Contextualizing conflict: Notes on the anthropology of disputes and negotiations
    • M. H Bazerman, B. H. Sheppard, & R. Lewicki (Eds.) Greenwich, CT: JAI Press
    • Barley, S. R. 1991. Contextualizing conflict: Notes on the anthropology of disputes and negotiations. In M. H. Bazerman, B. H. Sheppard, & R. Lewicki (Eds.), Research on negotiation in organizations, vol.3: 165-199. Greenwich, CT: JAI Press.
    • (1991) Research on Negotiation in Organizations , vol.3 , pp. 165-199
    • Barley, S.R.1
  • 4
    • 0003547056 scopus 로고
    • San Francisco: Consulting Psychology Press
    • Bem, S. L. 1981. Bem sex-role inventory. San Francisco: Consulting Psychology Press.
    • (1981) Bem Sex-role Inventory
    • Bem, S.L.1
  • 5
    • 0001169965 scopus 로고
    • Resistance to yielding and the expectation of cooperative future interaction in negotiation
    • Ben-Yoav, O., & Pruitt, D. G. 1984. Resistance to yielding and the expectation of cooperative future interaction in negotiation. Journal of Experimental Social Psychology, 20: 323-335.
    • (1984) Journal of Experimental Social Psychology , vol.20 , pp. 323-335
    • Ben-Yoav, O.1    Pruitt, D.G.2
  • 6
    • 84936628799 scopus 로고
    • Men and women at work: Sex segregation and statistical discrimination
    • Bielby, W. T., & Baron, J. N. 1986. Men and women at work: Sex segregation and statistical discrimination. American Journal of Sociology, 91: 759-799.
    • (1986) American Journal of Sociology , vol.91 , pp. 759-799
    • Bielby, W.T.1    Baron, J.N.2
  • 7
    • 77955669866 scopus 로고    scopus 로고
    • Evanston, IL: Dispute Resolution Research Center, Kellogg School of Management, Northwestern University
    • Blount, S. 1997. Buying a house. Evanston, IL: Dispute Resolution Research Center, Kellogg School of Management, Northwestern University.
    • (1997) Buying A House
    • Blount, S.1
  • 9
    • 34247281933 scopus 로고    scopus 로고
    • Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask
    • Bowles, H. R., Babcock, L., & Lai, L. 2007. Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask. Organizational Behavior and Human Decision Processes, 103: 84-103.
    • (2007) Organizational Behavior and Human Decision Processes , vol.103 , pp. 84-103
    • Bowles, H.R.1    Babcock, L.2    Lai, L.3
  • 11
    • 53349110794 scopus 로고    scopus 로고
    • Untapped potential in the study of negotiation and gender inequality in organizations
    • J. P. Walsh & A. Brief (Eds.) New York: Routledge
    • Bowles, H. R., & McGinn, K. L. 2008. Untapped potential in the study of negotiation and gender inequality in organizations. In J. P. Walsh & A. Brief (Eds.), Academy of Management annals, vol.2: 99-132. New York: Routledge.
    • (2008) Academy of Management Annals , vol.2 , pp. 99-132
    • Bowles, H.R.1    McGinn, K.L.2
  • 13
    • 84987486412 scopus 로고
    • Friendly or unfriendly persuasion: The effects of violations of expectations by males and females
    • Burgoon, M., Dillard, J. P., & Ooran, N. E. 1983. Friendly or unfriendly persuasion: The effects of violations of expectations by males and females. Human Communication Research, 10: 283-294.
    • (1983) Human Communication Research , vol.10 , pp. 283-294
    • Burgoon, M.1    Dillard, J.P.2    Ooran, N.E.3
  • 18
    • 66049120012 scopus 로고    scopus 로고
    • Indulging our gendered selves? Sex segregation by field of study in 44 countries
    • Charles, M., & Bradley, K. 2009. Indulging our gendered selves? Sex segregation by field of study in 44 countries. American Journal of Sociology, 114: 924-976.
    • (2009) American Journal of Sociology , vol.114 , pp. 924-976
    • Charles, M.1    Bradley, K.2
  • 19
    • 0001331862 scopus 로고
    • Sex differences and sex segregation in students small-group communication
    • L. C. Wilkinson & C. B. Marrett (Eds.) Orlando FL:, Academic Press
    • Cherry Wilkinson, L., Lindow, J., & Chiang, C.-P. 1985. Sex differences and sex segregation in students small-group communication. In L. C. Wilkinson & C. B. Marrett (Eds.), Gender influences in classroom interaction: 185-207 Orlando FL:, Academic Press
    • (1985) Gender Influences in Classroom Interaction , pp. 185-207
    • Cherry Wilkinson, L.1    Lindow, J.2    Chiang, C.-P.3
  • 20
    • 0030191772 scopus 로고    scopus 로고
    • Status, communality, and agency: Implications for stereotypes of gender and other groups
    • Orlando, FL: Academic Press. Conway, M., Pizzamiglio, M. T., & Mount, L. 1996. Status, communality, and agency: Implications for stereotypes of gender and other groups. Journal of Personality and Social Psychology, 71: 25-38.
    • (1996) Journal of Personality and Social Psychology , vol.71 , pp. 25-38
    • Conway, M.1    Pizzamiglio, M.T.2    Mount, L.3
  • 23
    • 0000762517 scopus 로고    scopus 로고
    • Gender. In D. T. Gilbert, S. Fiske, & G. Lindsey (Eds.) . Boston: McGraw-Hill (4th ed.)
    • Deaux, K., & LaFrance, M. 1998. Gender. In D. T. Gilbert, S. Fiske, & G. Lindsey (Eds.), The handbook of social psychology (4th ed.): 788-827. Boston: McGraw-Hill.
    • (1998) The Handbook of Social Psychology , pp. 788-827
    • Deaux, K.1    Lafrance, M.2
  • 24
    • 0000989967 scopus 로고
    • Putting gender into context: An interactive model of gender-related behavior
    • Deaux, K., & Major, B. 1987. Putting gender into context: An interactive model of gender-related behavior. Psychological Review, 94: 369-389.
    • (1987) Psychological Review , vol.94 , pp. 369-389
    • Deaux, K.1    Major, B.2
  • 26
    • 0034185378 scopus 로고    scopus 로고
    • Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories
    • De Dreu, C. K. W., Weingart, L. R., & Kwon, S. 2000. Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. Journal of Personality and Social Psychology, 78: 889-905.
    • (2000) Journal of Personality and Social Psychology , vol.78 , pp. 889-905
    • De Dreu, C.K.W.1    Weingart, L.R.2    Kwon, S.3
  • 27
    • 0034340213 scopus 로고    scopus 로고
    • Stereotypes as dynamic constructs: Women and men of the past, present, and future
    • Diekman, A. B., & Eagly, A. H. 2000. Stereotypes as dynamic constructs: Women and men of the past, present, and future. Personality and Social Psychology Bulletin, 26: 1171.
    • (2000) Personality and Social Psychology Bulletin , vol.26 , pp. 1171
    • Diekman, A.B.1    Eagly, A.H.2
  • 28
    • 0141908256 scopus 로고    scopus 로고
    • From self-prediction to self-defeat: Behavioral forecasting, self-fulfilling prophecies, and the effect of competitive expectations
    • Diekmann, K. A., Tenbrunsel, A. E., & Galinsky, A. D. 2003. From self-prediction to self-defeat: Behavioral forecasting, self-fulfilling prophecies, and the effect of competitive expectations. Journal of Personality and Social Psychology, 85: 672-683.
    • (2003) Journal of Personality and Social Psychology , vol.85 , pp. 672-683
    • Diekmann, K.A.1    Tenbrunsel, A.E.2    Galinsky, A.D.3
  • 30
    • 0040838133 scopus 로고
    • Expectancy statements as determinants of reactions to failure: Sex differences in persistence and expectancy change
    • Dweck, C. S., & Gilliard, D. 1975. Expectancy statements as determinants of reactions to failure: Sex differences in persistence and expectancy change. Journal of Personality and Social Psychology, 32: 1077-1084.
    • (1975) Journal of Personality and Social Psychology , vol.32 , pp. 1077-1084
    • Dweck, C.S.1    Gilliard, D.2
  • 33
    • 0000852825 scopus 로고
    • Gender stereotypes stem from the distribution of women and men into social roles
    • Eagly, A. H., & Steffen, V. J. 1984. Gender stereotypes stem from the distribution of women and men into social roles. Journal of Personality and Social Psychology, 46: 735-754.
    • (1984) Journal of Personality and Social Psychology , vol.46 , pp. 735-754
    • Eagly, A.H.1    Steffen, V.J.2
  • 34
    • 21844491878 scopus 로고
    • The power of demography: Womens social constructions of gender identity at work
    • Ely, R. J. 1995. The power of demography: Womens social constructions of gender identity at work. Academy of Management Journal, 38: 589-635.
    • (1995) Academy of Management Journal , vol.38 , pp. 589-635
    • Ely, R.J.1
  • 35
    • 35448930411 scopus 로고    scopus 로고
    • Theories of gender in organizations: A new approach to organizational analysis and change
    • B. M. Staw & R. I. Sutton (Eds.) New York: Elsevier
    • Ely, R. J., & Meyerson, D. E. 2000. Theories of gender in organizations: A new approach to organizational analysis and change. In B. M. Staw & R. I. Sutton (Eds.), Research in organizational behavior, vol.22: 103-151. New York: Elsevier.
    • (2000) Research in Organizational Behavior , vol.22 , pp. 103-151
    • Ely, R.J.1    Meyerson, D.E.2
  • 37
    • 33645383285 scopus 로고    scopus 로고
    • Whats good for the goose may not be as good for the gander: The benefits of self-monitoring for men and women in task groups and dyadic conflicts
    • Flynn, F. J., & Ames, D. R. 2006. Whats good for the goose may not be as good for the gander: The benefits of self-monitoring for men and women in task groups and dyadic conflicts. Journal of Applied Psychology, 91: 272-281.
    • (2006) Journal of Applied Psychology , vol.91 , pp. 272-281
    • Flynn, F.J.1    Ames, D.R.2
  • 40
    • 0001972135 scopus 로고
    • Childrens arguing
    • S. U. Phillips, S. Steele, & C. Tanz (Eds.) Cambridge, U.K.: Cambridge University Press
    • Goodwin, M. H., & Goodwin, C. 1987. Childrens arguing. In S. U. Phillips, S. Steele, & C. Tanz (Eds.), Language, gender and sex in comparative perspective: 200-248. Cambridge, U.K.: Cambridge University Press.
    • (1987) Language, Gender and Sex in Comparative Perspective , pp. 200-248
    • Goodwin, M.H.1    Goodwin, C.2
  • 42
    • 0014530019 scopus 로고
    • Status and sex of other as determinants of behavior in a mixed-motive game
    • Grant, M. J., & Sermat, V. 1969. Status and sex of other as determinants of behavior in a mixed-motive game. Journal of Personality and Social Psychology, 12: 151-157.
    • (1969) Journal of Personality and Social Psychology , vol.12 , pp. 151-157
    • Grant, M.J.1    Sermat, V.2
  • 44
    • 0000488787 scopus 로고
    • Sex bias in work settings: The lack of fit model
    • B. M. Staw & L. L. Cummings (Eds.) Greenwich, CT: JAI Press
    • Heilman, M. E. 1983. Sex bias in work settings: The lack of fit model. In B. M. Staw & L. L. Cummings (Eds.), Research in organizational behavior, vol.5: 269-298. Greenwich, CT: JAI Press.
    • (1983) Research in Organizational Behavior , vol.5 , pp. 269-298
    • Heilman, M.E.1
  • 45
    • 33846298482 scopus 로고    scopus 로고
    • Why are women penalized for success at male tasks? the implied communality deficit
    • Heilman, M. E., & Okimoto, T. G. 2007. Why are women penalized for success at male tasks? The implied communality deficit. Journal of Applied Psychology, 92: 81-92.
    • (2007) Journal of Applied Psychology , vol.92 , pp. 81-92
    • Heilman, M.E.1    Okimoto, T.G.2
  • 48
    • 84993918932 scopus 로고
    • Women and power: Toward a theory of effectiveness
    • Johnson, P. 1976. Women and power: Toward a theory of effectiveness. Journal of Social Issues, 32: 99-110.
    • (1976) Journal of Social Issues , vol.32 , pp. 99-110
    • Johnson, P.1
  • 49
    • 0002436370 scopus 로고
    • Social interaction basis of cooperators and competitors beliefs about others
    • Kelley, H. H., & Stahelski, A. J. 1970. Social interaction basis of cooperators and competitors beliefs about others. Journal of Personality and Social Psychology, 16: 66-91.
    • (1970) Journal of Personality and Social Psychology , vol.16 , pp. 66-91
    • Kelley, H.H.1    Stahelski, A.J.2
  • 52
    • 0000327013 scopus 로고
    • Boys will be boys (and girls will be girls): The attribution of gender role stereotypes in a gaming situation
    • King, J., Wesley, C., Miles, E. W., & Kniska, E. W. 1991. Boys will be boys (and girls will be girls): The attribution of gender role stereotypes in a gaming situation. Sex Roles, 25: 607-623.
    • (1991) Sex Roles , vol.25 , pp. 607-623
    • King, J.1    Wesley, C.2    Miles, E.W.3    Kniska, E.W.4
  • 53
    • 33748494455 scopus 로고    scopus 로고
    • Gender stereotypes and negotiation performance: A review of theory and research
    • B. M. Staw & R. Kramer (Eds.) Greenwich, CT: JAI Press
    • Kray, L. J., & Thompson, L. 2005. Gender stereotypes and negotiation performance: A review of theory and research. In B. M. Staw & R. Kramer (Eds.), Research in organizational behavior, vol.26: 103-182. Greenwich, CT: JAI Press.
    • (2005) Research in Organizational Behavior , vol.26 , pp. 103-182
    • Kray, L.J.1    Thompson, L.2
  • 54
    • 85047685595 scopus 로고    scopus 로고
    • Battle of the sexes: Gender stereotype confirmation and reactance in negotiations
    • Kray, L. J., Thompson, L., & Galinsky, A. 2001. Battle of the sexes: Gender stereotype confirmation and reactance in negotiations. Journal of Personality and Social Psychology, 80: 942-958.
    • (2001) Journal of Personality and Social Psychology , vol.80 , pp. 942-958
    • Kray, L.J.1    Thompson, L.2    Galinsky, A.3
  • 56
    • 0026210007 scopus 로고
    • Influence and involvement in childrens discourse: Age, gender, and partner effects
    • Leaper, C. 1991. Influence and involvement in childrens discourse: Age, gender, and partner effects. Child Development, 62: 797-811.
    • (1991) Child Development , vol.62 , pp. 797-811
    • Leaper, C.1
  • 57
    • 0029499816 scopus 로고
    • Gossip in same-gender and cross-gender friends conversations
    • Leaper, C., & Holliday, H. 1995. Gossip in same-gender and cross-gender friends conversations. Personal Relationships, 2: 237-246.
    • (1995) Personal Relationships , vol.2 , pp. 237-246
    • Leaper, C.1    Holliday, H.2
  • 58
    • 84870885674 scopus 로고    scopus 로고
    • Building a practically useful theory of goal setting and task motivation: A 35-year odyssey
    • Locke, E. A., & Latham, G. P. 2002. Building a practically useful theory of goal setting and task motivation: A 35-year odyssey. American Psychologist, 57: 705-717.
    • (2002) American Psychologist , vol.57 , pp. 705-717
    • Locke, E.A.1    Latham, G.P.2
  • 60
    • 0000190803 scopus 로고
    • Social cues in computer-mediated negotiations: Gender makes a difference
    • Matheson, K. 1991. Social cues in computer-mediated negotiations: Gender makes a difference. Computers in Human Behavior, 7: 137-145.
    • (1991) Computers in Human Behavior , vol.7 , pp. 137-145
    • Matheson, K.1
  • 61
    • 21144479104 scopus 로고
    • Difference without dominance: Childrens talk in mixed- and same-sex dyads
    • McCloskey, L. A., & Coleman, L. M. 1992. Difference without dominance: Childrens talk in mixed- and same-sex dyads. Sex Roles, 27: 241-257.
    • (1992) Sex Roles , vol.27 , pp. 241-257
    • McCloskey, L.A.1    Coleman, L.M.2
  • 62
    • 84985209768 scopus 로고
    • On knowing when to quit: Task failure, self-esteem, advice, and nonproductive persistence
    • McFarlin, D. B., Baumeister, R. F., & Blascovich, J. 1984. On knowing when to quit: Task failure, self-esteem, advice, and nonproductive persistence. Journal of Personality, 52: 138-155.
    • (1984) Journal of Personality , vol.52 , pp. 138-155
    • McFarlin, D.B.1    Baumeister, R.F.2    Blascovich, J.3
  • 63
    • 0036770346 scopus 로고    scopus 로고
    • Improvisation and the logic of exchange in socially embedded transactions
    • McGinn, K., & Keros, A. 2002. Improvisation and the logic of exchange in socially embedded transactions. Administrative Science Quarterly, 47: 442-473.
    • (2002) Administrative Science Quarterly , vol.47 , pp. 442-473
    • McGinn, K.1    Keros, A.2
  • 64
    • 0017451990 scopus 로고
    • Sex roles and interpersonal behavior in task-oriented groups
    • Meeker, B. F., & Weitzel-ONeill, P. A. 1977. Sex roles and interpersonal behavior in task-oriented groups. American Sociological Review, 42: 91-105.
    • (1977) American Sociological Review , vol.42 , pp. 91-105
    • Meeker, B.F.1    Weitzel-Oneill, P.A.2
  • 65
    • 0001429480 scopus 로고
    • Sex- related strategies for coping with interpersonal conflict in children aged five and seven
    • Miller, P. M., Danaher, D. L., & Forbes, D. 1986. Sex- related strategies for coping with interpersonal conflict in children aged five and seven. Developmental Psychology, 22: 543-548.
    • (1986) Developmental Psychology , vol.22 , pp. 543-548
    • Miller, P.M.1    Danaher, D.L.2    Forbes, D.3
  • 67
    • 21844508272 scopus 로고
    • Trust, social categories, and individuals: The case of gender
    • Orbell, J., Dawes, R., & Schwartz-Shea, P. 1994. Trust, social categories, and individuals: The case of gender. Motivation and Emotion, 18: 109-128.
    • (1994) Motivation and Emotion , vol.18 , pp. 109-128
    • Orbell, J.1    Dawes, R.2    Schwartz-Shea, P.3
  • 69
    • 0018193492 scopus 로고
    • The effects of the sex composition of groups on style of social interaction
    • Piliavin, J. A., & Martin, R. R. 1978. The effects of the sex composition of groups on style of social interaction. Sex Roles, 4: 281-296.
    • (1978) Sex Roles , vol.4 , pp. 281-296
    • Piliavin, J.A.1    Martin, R.R.2
  • 71
    • 0001762113 scopus 로고    scopus 로고
    • Social conflict
    • D. T. Gilbert, S. Fiske, & G. Lindsey (Eds.) Boston: McGraw-Hill
    • Pruitt, D. G. 1981. Negotiation behavior. New York: Academic Press. Pruitt, D. G. 1998. Social conflict. In D. T. Gilbert, S. Fiske, & G. Lindsey (Eds.), Handbook of social psychology (4th ed.): 470-503. Boston: McGraw-Hill.
    • (1998) Handbook of Social Psychology (4th Ed.) , pp. 470-503
    • Pruitt, D.G.1
  • 72
    • 36248980919 scopus 로고
    • Status in groups: The importance of motivation
    • Ridgeway, C. L. 1982. Status in groups: The importance of motivation. American Sociological Review, 47: 76-88.
    • (1982) American Sociological Review , vol.47 , pp. 76-88
    • Ridgeway, C.L.1
  • 73
    • 0031451141 scopus 로고    scopus 로고
    • Interaction and the conservation of gender inequality: Considering employment
    • Ridgeway, C. L. 1997. Interaction and the conservation of gender inequality: Considering employment. American Sociological Review, 62: 218-235.
    • (1997) American Sociological Review , vol.62 , pp. 218-235
    • Ridgeway, C.L.1
  • 74
    • 33847039232 scopus 로고    scopus 로고
    • Gender as an organizing force in social relations: Implications for the future of inequality
    • F. D. Blau, M. B. Brinton, & D. G. Grusky (Eds.) New York: Russell Sage
    • Ridgeway, C. L. 2006. Gender as an organizing force in social relations: Implications for the future of inequality. In F. D. Blau, M. B. Brinton, & D. G. Grusky (Eds.), The declining significance of gender? 265-287. New York: Russell Sage.
    • (2006) The Declining Significance of Gender? , pp. 265-287
    • Ridgeway, C.L.1
  • 75
    • 10244264310 scopus 로고    scopus 로고
    • Gender as status: An expectation states theory approach
    • A. H. Eagly, A. E. Beall, & R. J. Sternberg (Eds.) New York: Guliford Press
    • Ridgeway, C. L., & Bourg, C. 2004. Gender as status: An expectation states theory approach. In A. H. Eagly, A. E. Beall, & R. J. Sternberg (Eds.), The psychology of gender: 217-241. New York: Guliford Press.
    • (2004) The Psychology of Gender , pp. 217-241
    • Ridgeway, C.L.1    Bourg, C.2
  • 78
    • 0035209960 scopus 로고    scopus 로고
    • Prescriptive gender stereotypes and backlash toward agentic women
    • Rudman, L. A., & Glick, P. 2001. Prescriptive gender stereotypes and backlash toward agentic women. Journal of Social Issues, 57: 743-762.
    • (2001) Journal of Social Issues , vol.57 , pp. 743-762
    • Rudman, L.A.1    Glick, P.2
  • 79
    • 0001259607 scopus 로고
    • If at first you dont succeed, try, try again: Effects of persistence- performance contingencies, ego involvement, and self-esteem on task persistence
    • Sandelands, L. E., Brockner, J., & Glynn, M. A. 1988. If at first you dont succeed, try, try again: Effects of persistence- performance contingencies, ego involvement, and self-esteem on task persistence. Journal of Applied Psychology, 73: 208-216.
    • (1988) Journal of Applied Psychology , vol.73 , pp. 208-216
    • Sandelands, L.E.1    Brockner, J.2    Glynn, M.A.3
  • 80
    • 0001272041 scopus 로고
    • Explanatory style as a predictor of productivity and quitting among life insurance sales agents
    • Seligman, M. E., & Schulman, P. 1986. Explanatory style as a predictor of productivity and quitting among life insurance sales agents. Journal of Personality and Social Psychology, 50: 832-838.
    • (1986) Journal of Personality and Social Psychology , vol.50 , pp. 832-838
    • Seligman, M.E.1    Schulman, P.2
  • 81
    • 0039374771 scopus 로고
    • Cross-sex and samesex assertive bids in a cooperative group task
    • Sgan, M. L., & Pickert, S. M. 1980. Cross-sex and samesex assertive bids in a cooperative group task. Child Development, 51: 928-931.
    • (1980) Child Development , vol.51 , pp. 928-931
    • Sgan, M.L.1    Pickert, S.M.2
  • 82
    • 0141483798 scopus 로고    scopus 로고
    • The motivational looking glass: How significant others implicitly affect goal appraisals
    • DOI 10.1037/0022-3514.85.3.424
    • Shah, J. 2003. The motivational looking glass: How significant others implicitly affect goal appraisals. Journal of Personality and Social Psychology, 85: 424-439. (Pubitemid 37170556)
    • (2003) Journal of Personality and Social Psychology , vol.85 , Issue.3 , pp. 424-439
    • Shah, J.1
  • 83
    • 84935446125 scopus 로고
    • Pickle fights: Gendered talk in preschool disputes
    • Sheldon, A. 1990. Pickle fights: Gendered talk in preschool disputes. Discourse Processes, 13: 5-31.
    • (1990) Discourse Processes , vol.13 , pp. 5-31
    • Sheldon, A.1
  • 84
    • 85055280774 scopus 로고
    • Conflict talk: Sociolinguistic challenges to self-assertion and how young girls meet them
    • Sheldon, A. 1992. Conflict talk: Sociolinguistic challenges to self-assertion and how young girls meet them. Merrill-Palmer Quarterly, 38: 95-117.
    • (1992) Merrill-Palmer Quarterly , vol.38 , pp. 95-117
    • Sheldon, A.1
  • 86
    • 0001233235 scopus 로고
    • Behavioral confirmation in social interaction: From social perception to social reality
    • Snyder, M., & Swann, W. B., Jr. 1978. Behavioral confirmation in social interaction: From social perception to social reality. Journal of Experimental Social Psychology, 14: 148-162.
    • (1978) Journal of Experimental Social Psychology , vol.14 , pp. 148-162
    • Snyder, M.1    Swann Jr., W.B.2
  • 88
    • 0033630345 scopus 로고    scopus 로고
    • Goals as a mediator of gender differences in high-affiliation dyadic conversations
    • Strough, J., & Berg, C. A. 2000. Goals as a mediator of gender differences in high-affiliation dyadic conversations. Developmental Psychology, 36: 117-125.
    • (2000) Developmental Psychology , vol.36 , pp. 117-125
    • Strough, J.1    Berg, C.A.2
  • 89
    • 34548247818 scopus 로고    scopus 로고
    • Gender differences in virtual negotiation: Theory and research
    • Stuhlmacher, A. F., Citera, M., & Willis, T. 2007. Gender differences in virtual negotiation: Theory and research. Sex Roles 57: 329-339.
    • (2007) Sex Roles , vol.57 , pp. 329-339
    • Stuhlmacher, A.F.1    Citera, M.2    Willis, T.3
  • 90
    • 0033239203 scopus 로고    scopus 로고
    • Gender differences in negotiation outcome: A meta-analysis
    • Stuhlmacher, A. F., & Walters, A. E. 1999. Gender differences in negotiation outcome: A meta-analysis. Personnel Psychology, 52: 653-677.
    • (1999) Personnel Psychology , vol.52 , pp. 653-677
    • Stuhlmacher, A.F.1    Walters, A.E.2
  • 96
    • 0023377683 scopus 로고
    • Meta-analytic review of sex differences in group performance
    • Wood, W. 1987. Meta-analytic review of sex differences in group performance. Psychological Bulletin, 102: 53-71.
    • (1987) Psychological Bulletin , vol.102 , pp. 53-71
    • Wood, W.1
  • 97
    • 0022671804 scopus 로고
    • Sex differences in interaction style as a product of perceived sex differences in competence
    • Wood, W., & Karten, S. J. 1986. Sex differences in interaction style as a product of perceived sex differences in competence. Journal of Personality and Social Psychology, 50: 341-347.
    • (1986) Journal of Personality and Social Psychology , vol.50 , pp. 341-347
    • Wood, W.1    Karten, S.J.2
  • 98
    • 0000563113 scopus 로고
    • The nonverbal mediation of self-fulfilling prophecies in interracial interaction
    • Word, C. O., Zanna, M. P., & Cooper, J. 1974. The nonverbal mediation of self-fulfilling prophecies in interracial interaction. Journal of Experimental Social Psychology, 10: 109-120
    • (1974) Journal of Experimental Social Psychology , vol.10 , pp. 109-120
    • Word, C.O.1    Zanna, M.P.2    Cooper, J.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.