Negotiating is an intricate process and crucial to finding success in all facets of life. Constructs such as stereotype endorsement and threat, social motives and power distributions play an...Show moreNegotiating is an intricate process and crucial to finding success in all facets of life. Constructs such as stereotype endorsement and threat, social motives and power distributions play an important role in negotiations. Negotiations are not limited to dyads; often they take place in a group setting. Whilst both men and women negotiate, there appear to be differences in performance between the two. The question that this paper looks to address is what the influence of stereotype endorsement and stereotype threat is on the outcome of both pro-self and pro-socially motivated, mixed gender groups, where power is dispersed unequally. The two main hypotheses that follow are that men in the leadership position will outperform women in the leadership position in the pro-self motivated condition. Furthermore, groups with a female leader will outperform groups with a male leader in the pro-socially motivated condition. To investigate this, 204 participants were recruited into 68 three person groups, comprising 105 men and 99 women. They played a negotiation game, emulating the owners of a beach club. Their scores and answers on a questionnaire following the game were brought into analysis. Results show that men and women perform better or worse depending on the social motive and the power distribution of the negotiation. Also, the leader is especially impacted by stereotypes surrounding their gender. The differences between men and women might be explained by the effects of gender stereotypes. Being aware of the influence of gender stereotypes on negotiation performance might serve individuals well in order to increase their performance in negotiations.Show less
Morally responsible and ethical conduct has become more important for companies in recent years. The present study (N = 178) examines whether perceived brand traits differentially influence the...Show moreMorally responsible and ethical conduct has become more important for companies in recent years. The present study (N = 178) examines whether perceived brand traits differentially influence the purchase intentions of consumers. Additionally, the moderating effects of type of organization (for-profit versus non-profit) and gender are examined. The results partly support the hypotheses and indicate that perceived competence and perceived morality both relate to purchase intentions. In addition, for non-profit organizations, purchase intentions are mostly predicted by morality, whereas for for-profit organizations, competence most strongly predicts purchase intentions. The results further show that women’s purchase intentions are most strongly related to perceived morality, whereas men’s purchase intentions are related to perceived competence. Lastly, organization type and gender seem to have important moderating influences on the relationship between brands’ trait dimensions and consumers’ purchase intentions. Importantly, advertising organizational morality and competence appears to be an effective strategy for companies to keep consumers interested.Show less
