Although the belief that women are not socialized to be competitive is widely held, research findings in this area are not conclusive. To compare the behaviors and the perceptions of behavior in men and women in a realistic setting, 180 students participated in a 2-hour, two-part simulated job interview that required either competitive or neutral…

To describe those behaviors leading to productive appraisal interviews of sales representatives, questionnaires were administered to 27 branch sales managers who supervised 160 sales representatives. Eleven managers received a preliminary questionnaire asking them to cite behaviors of the sales representatives that caused productive or…

High and low self-monitors were given the task of applying for a position that was or was not a good fit with their personality. Subjects were 97 introductory psychology students who had previously taken the 18-item Self-Monitoring Scale (SMS). They took the SMS again--as if it were being used to decide whether they would be offered a very…