Friends in High Places: The Effects of Social Networks on Discrimination in Salary Negotiations
利用美国一家高科技公司1985-1995年的薪资谈判数据，研究发现少数族裔成员谈判的薪资涨幅显著低于多数族裔，但控制社交关系后这一差异大幅减小。拥有社交关系能显著提高谈判结果，而少数族裔拥有这种关系的可能性较低。
This article tests hypotheses about the effects of social networks on inequitable salary negotiation outcomes using a U.S. high-technology company's salary negotiation data for 1985–1995. Analyzing results of 3,062 actual salary negotiations, we found that members of racial minority groups negotiated significantly lower salary increases than majority members, but this effect was dramatically reduced when we controlled for social ties to the organization. Having a social tie to the organization significantly increased salary negotiation outcomes, and minorities were less likely than majority members to have such a social tie.