We present a conceptual framework of situational moderators of gender/sex effects in negotiation, risk-taking, and leadership—three masculine-stereotypic domains associated with gender/sex gaps in pay and authority. We propose that greater situational ambiguity and higher relevance and salience of gender/sex increase the likelihood of gender/sex-linked behaviors in these domains. We argue that greater ambiguity increases the extent to which actors and audiences must search inwardly (e.g., mental schema, past experience) or outwardly (e.g., social norms) for cues on how to behave or evaluate a situation and thereby widens the door for gender/sex-linked influences. Correspondingly, we propose that gender/sex effects on behavior and evaluations in these domains will be more likely when gender/sex is more relevant and salient to the setting or task. We propose further that these two situational moderators may work jointly or interactively to influence the likelihood of gender/sex effects in negotiation, risk-taking, and leadership. We conclude by discussing applications of our conceptual framework to psychological science and its translation to practice, including directions for future research.

中文翻译：

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“何时”与“是否”性别差异：谈判、冒险和领导力心理学研究的见解


我们提出了谈判、冒险和领导力中性别影响的情境调节因素的概念框架——这三个领域与薪酬和权力方面的性别差距相关。我们认为，更大的情境模糊性以及更高的性别/性别相关性和显着性会增加这些领域中性别/与性别相关的行为的可能性。我们认为，更大的模糊性会增加演员和观众必须向内（例如，心理图式、过去的经验）或向外（例如，社会规范）寻找如何表现或评估情况的线索，从而扩大性别的大门/与性别有关的影响。相应地，我们提出，当性别/性别与环境或任务更加相关和突出时，性别/性别对这些领域的行为和评估的影响将更有可能发生。我们进一步建议，这两种情境调节因素可以共同或互动地影响谈判、冒险和领导力中性别/性别影响的可能性。最后，我们讨论了我们的概念框架在心理科学中的应用及其转化为实践，包括未来研究的方向。