查看文章

According to gender role congruity theory, women, compared to men, underperform in masculine negotiations because these negotiations are incongruent with women’s gender role. Based on this framework, we developed two gender-relevant primes—a masculine-supplement prime and a feminine-complement prime—that address role incongruity and should improve women’s economic performance by either supplementing masculinity or complementing femininity. In Study 1, physicians (N = 78; 50% women) in an executive education program engaged in a masculine-supplement prime, which involved recalling agentic behavior; in Study 2, undergraduate students (N = 112; 50% women) completed a feminine-complement prime, which involved imagining negotiating for a friend. In Study 3, a community sample (N = 996; 46% women) completed an online experiment with the primes. Results from the three …