Getting Off on the Right Foot: Subjective Value versus Economic Value in Predicting Longitudinal Job Outcomes from Job Offer Negotiations
Jared R. Curhan
Massachusetts Institute of Technology (MIT) - Sloan School of Management; Harvard University - General Management Unit
Hillary Anger Elfenbein
Washington University in St. Louis, Olin School of Business
University of California, Berkeley - Haas School of Business
Journal of Applied Psychology, Forthcoming
Although negotiation experiences can affect a negotiator's ensuing attitudes and behavior, little is known about their long-term consequences. Using a longitudinal survey design, we test the degree to which economic and subjective value achieved in job offer negotiations predicts employees' subsequent job attitudes and intentions to turnover. Results indicate that subjective value predicts greater compensation satisfaction and job satisfaction and lower turnover intention measured one year later. Surprisingly, the economic outcomes that negotiators achieved had no apparent effects on these factors. Implications, limitations, and future directions are discussed.
Number of Pages in PDF File: 37
Keywords: employment negotiation, social psychological outcomes, economic outcomes, subjective value, job satisfaction, compensation satisfaction, turnover, trust, relationships, longitudinal
JEL Classification: C7, D63, D74, J3, J4, M51, M52working papers series
Date posted: March 26, 2007 ; Last revised: July 28, 2008
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