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Friends in high places: The effects of social networks on discrimination in salary negotiations

Опубликовано на портале: 15-12-2002
Administrative Science Quarterly. 2000.  Vol. 45. No. 1. P. 1-24. 
This article tests hypotheses about the effects of social networks on inequitable salary negotiation outcomes using a US high-technology company's salary negotiation data for 1985-1995. The paper finds that members of racial minority groups negotiated significantly lower salary increases than majority members, but this effect was dramatically reduced when social ties to the organization were controlled. 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.