A conservation of resources perspective on career hurdles and salary attainment

Guided by conservation of resources theory, the present study examines six types of hurdles individuals face in their careers and how those hurdles impede the attainment of higher salaries. With a meta-analysis of 339 empirical studies conducted over the past 50 years, we observed that socio-demographic hurdles (e.g., being non-Caucasian), trait-related hurdles (e.g., low cognitive ability), motivational hurdles (e.g., being unwilling to relocate), skill-related hurdles (e.g., low levels of formal education), social environment hurdles (e.g., no mentors), and work environment hurdles (e.g., jobs with low control) all made it more difficult to command high salaries.     

The relationship between external job mobility and salary attainment across career stages

The current study examines the relationship between external job mobility and salary for employees in different career stages. Based on career stage and career timetable theories, we predict that external job mobility would generate the greatest salary benefits for early-career employees whereas external job mobility would generate fewer salary benefits for employees in mid- and late career stages. Data collected from multiple industries in Hong Kong and the United States consistently show that, as expected, highly mobile early-career employees earn significantly greater salaries than their less mobile peers do. The positive effects of external job mobility on salary were stronger for early-career workers than for mid-and late-career workers.     

Gender,influence tactics,and job characteristics preferences: New insights into salary determination

The purpose of this study is to investigate whether gender retains its significance as a predictor of salary, after controlling for the well-documented influences of human capital accumulation and job level, and the less well-researched effects of both influence tactics and job characteristic preferences. Second, this study investigates whether similar factors predict salary attainment for males and females. Finally, the question of whether males and females differ in all of the hypothesized variables of interest is investigated. Exempt staff at a state university are surveyed. Of those respondents, 52.8% are female and 47.2% are male, the majority of whom are white, with other ethnic and racial categories representing less than one-fifth of the sample. After controlling for all other hypothesized influences, gender retains its significance as a predictor of salary. A significant interaction between job level and gender indicates that females in high-level jobs earn significantly less than males in high level jobs. Human capital variables and two job characteristics preferences also displayed significant main effects in predicting salary.     

Influence tactics used by subordinates: an empirical analysis of the Kipnis and Schmidt Subscales

It was the purpose of this research to analyze the factorial and construct validity of the Profile of Organizational Influence Strategies, Form M of Kipnis and Schmidt, which assesses attempts to influence a manager and also attempts when the manager has resisted doing what the employee wants. 254 German employees from various organizations participated. The Profile of Organizational Influence Strategies and the Blickle Inventory assessed upward influencing strategies over 2 wk. Data were analyzed with confirmatory factor analyses in a multitrait-multimethod design. All items loaded significantly on the expected factors. The results support the factorial and convergent validity of the subscales. In addition, the data show that initial attempts to influence and attempts after resistance should be assessed separately.     

Why managers prefer some influence tactics to other tactics: A net utility explanation

This study involved analysis of the preference for, and the actual use of eight influence tactics by managers. Managers (N = 95) filled out questionnaires. As predicted, the expected utilities of tactics were correlated strongly with both actual and preferred frequencies of use of tactics. The expected utilities of specific tactics did not correlate with actual and preferred frequencies of use of all other tactics (with some exceptions).     

Targets and tactics: The analysis of moment-to-moment decision making in animal combat

Even though injury and death are more common consequences of fighting among animals than once believed, they are still relatively infrequent. Modern evolutionary models of animal combat have emphasized that given the threat of retaliation, animals only escalate to more injurious fighting if the benefits outweigh the costs, and then only if threat and bluff fail to achieve the goal. Such models stress the role of communication as to whether animals decide to escalate or not. An alternative view is that failure to produce injury or death arises from the neutralization of one animal's attack by another's defense. That is, attack and defense end in a stalemate that may be misinterpreted by outside observers as an absence of injury producing behavior. As attack typically involves the biting or striking of specific body targets, movements and postures occurring during combat need to be analyzed with respect to their role in gaining or averting such contact. For example, in the combat of muroid rodents the attacker targets the lower dorsum and flanks (low threshold) or face (high threshold), whereas a defender may defensively launch counterstrikes against the attacker's face. Two combat tactics (supine defense and lateral attack) typically present in the fighting of muroid rodents are analyzed in detail to illustrate how targets constrain the movements of combatants. Such a functional analysis of combat assumes that the movements and postures performed are related to their role in the attack and defense of targets. Deviations from such a strict functional interpretation reveal some of the other factors that may constrain the combatants' behavior. For example, body morphology and the aggressiveness of the opponent are shown to be important in deciding the type of combat tactic to use and how it is performed. Finally, movements and postures that are neutral or even counterproductive for attack and defense may be revealed as communicatory. This approach provides a means of analyzing behavior during the "heat of combat" that is typically not dealt with in traditional evolutionary models. Aggr. Behav. 23:107–129, 1997.© 1997 Wiley-Liss, Inc.     

Influence tactics as a function of gender,insult, and goal

A laboratory procedure evaluated three theoretical frameworks commonly used to explain gender differences in influence behaviors: the intrapersonal, which predicted main effects for gender; social context, which predicted main effects for situational variables; and sex stratification, an extension of expectation states theory, which predicted gender by situation interactions. Results supported the latter theory, indicating that goals (self-interest or altruism) and target behavior (insulting or not insulting) differentially affected women's and men's behavior. The relative use of reward, coercion, and request influence strategies was examined. Males and females increased their use of each strategy type differentially across trial blocks. Females used request and males used reward increasingly across trial blocks. Only males who were insulted showed an increase in coercion. Contrary to stereotypes, results suggest that males and females may hold similar preferences for strategies they use most to least often, but may switch their choices at different rates.The assistance of the UNCG Research Council and Statistical Consulting Center is acknowledged. Appreciation is expressed to Jacqueline Goodchilds and Barbara Wallston for comments on an earlier draft. This article is dedicated to the memory of Barbara Wallston, who believed in the importance of research on power and gender.     

Occupational attainment as a function of abilities and interests: a longitudinal analysis using project TALENT data

Ability, interest, gender, and family socioeconomic status of 13,248 tenth-grade participants in Project TALENT were studied as they relate to occupational attainment by using discriminant analysis. Individuals were classified into 12 broad categories reported 11 years after graduation. Accuracy analyses indicated correct classifications significantly above chance for all except the Technical and Sales categories. Within-category classification percentages were higher for all groups except Construction. Five canonical discriminant functions that jointly accounted for 96.8% of the between-groups variance were interpreted. The first 2 accounted for 81.9% of the variance. Function 1 was a general ability function; Function 2 differentiated the categories on the basis of mathematics ability and gender. Functions 3 through 5 accounted for 14.9% of the between-groups variance. Some implications of these findings are discussed.     

Socialization tactics and newcomer adjustment: A meta-analytic review and test of a model

One of the most popular and often studied topics in the organizational socialization literature is Van Maanen and Schein’s [Van Maanen, J., & Schein, E. H. (1979). Toward a theory of organizational socialization. In B. M. Staw (Ed.), Research in organizational behavior (Vol. 1), pp. 209-264. Greenwich, CT: JAI Press.] theory of organizational socialization tactics. Over 30 studies on socialization tactics have been conducted in the past 20 years. In this meta-analysis, we examine the relationships between six socialization tactics and various indicators of newcomer adjustment as well as the moderating effects of study design (cross-sectional vs. longitudinal), measurement scale (use of complete vs. modified tactics scale), and type of newcomer (recent graduates vs. other newcomers). Our results indicate that institutionalized socialization tactics were negatively related to role ambiguity, role conflict, and intentions to quit, and positively related to fit perceptions, job satisfaction, organizational commitment, job performance, and a custodial role orientation. We also found that the social tactics (serial and investiture) were the strongest predictors of adjustment outcomes. The results also indicated that the relationships between the tactics and outcomes were stronger for recent graduates compared to other newcomers; cross-sectional designs compared to longitudinal designs; and when Jones’ [Jones, G. R. (1986). Socialization tactics, self-efficacy, and newcomers’ adjustments to organizations. Academy of Management Journal, 29, 262-279.] complete scales were used compared to modified versions. Support was also found for a mediation model of newcomer adjustment in which role conflict, role ambiguity, and fit perceptions partially mediate some of the relationships between the socialization tactics and distal outcomes of adjustment. The implications of these results for research and practice are discussed.     

Stuttering severity and educational attainment

Purpose

This study investigated the relationship between self-reported stuttering severity ratings and educational attainment.

Method

Participants were 147 adults seeking treatment for stuttering. At pretreatment assessment, each participant reported the highest educational level they had attained and rated their typical and worst stuttering severity on a 9-point scale for a range of speaking situations. These included: (1) talking with a family member, (2) talking with a familiar person, not a family member, (3) talking in a group of people, (4) talking with a stranger, (5) talking with an authority figure such as a work manager or teacher, (6) talking on the telephone, (7) ordering food or drink, and (8) giving their name and address.

Results

There was a significant negative relationship between highest educational achievement and mean self-reported stuttering severity rating for the eight situations.

Conclusions

Future research is needed to investigate how this result should be addressed in educational institutions.Educational objectives: The reader will be able to: (1) describe the negative effects of stuttering through childhood to adulthood; (2) identify some of the negative consequences associated with stuttering on peer and teacher relationships, and academic performance at school; and (3) summarise the relationship between stuttering severity and educational attainment.     

A protean approach to social influence: Dark Triad personalities and social influence tactics

To avoid detection, those high on Dark Triad traits (i.e., narcissism, psychopathy, and Machiavellianism) may adopt a protean approach to interpersonal influence. We show the Dark Triad traits correlate with a number of unique tactics of influence (Study 1; N = 259). We show this protean approach was insensitive to differences in targets of manipulation (Study 2; N = 296). When forced to choose one tactic to solve different adaptive problems, the Dark Triad traits were correlated with unique tactical choices (Study 3; N = 268). We show these associations are generally robust to controlling for the Big Five and participants’ sex (Study 1 and 2). We discuss the theoretical implications of these findings for both life history and cheater-detection theories.