Getting Off on the Right Foot: Subjective Value Versus Economic Value in Predicting Longitudinal Job Outcomes From Job Offer Negotiations
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Curhan_Getting Off on the Right Foot.PDF
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Author(s)
Curhan, Jared R.
Elfenbein, Hillary Anger
Kilduff, Gavin J.
Date Issued
January 2009
Journal
Journal of Applied Psychology
Publisher
American Psychological Association
Citation
Curhan, J. R., Elfenbein, H. A., & Kilduff, G. J. (2009). Getting off on the right foot: Subjective value versus economic value in predicting longitudinal job outcomes from job offer negotiations. Journal of Applied Psychology, 94, 524-534.
Version
Author's final manuscript
Abstract
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.
Subjects
turnover
compensation satisfaction
job satisfaction
economic outcomes
subjective value
employment negotiation
MIT Department
Sloan School of Management
Terms of Use
Article is made available in accordance with the publisher's policy and may be subject to US copyright law. Please refer to the publisher's site for terms of use.
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DOI of Published Version
http://dx.doi.org/10.1037/a0013746
