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Leaning In or Not Leaning Out? Opt-Out Choice Framing Attenuates Gender Differences in the Decision to Compete

Author

Listed:
  • Joyce He
  • Sonia Kang
  • Nicola Lacetera
Abstract
In most organizations, promotions often require self-nomination and competition among applicants. However, research on gender differences in preferences for competition suggests that this process might result in fewer women choosing to participate. We study whether changing promotion schemes from a default where applicants must opt in (i.e., self-nominate) to a default where applicants must opt out (i.e., they are automatically considered for promotion, but can choose not to be considered) attenuates gender differences. In our first experiment, although women are less likely than men to choose competitive environments under the traditional opt-in framing, in the opt-out system both women and men have the same participation rate as men in the opt-in system. The increase in participation of women into competition is not associated with negative consequences on performance or well-being. In our second experiment, we show that opt-out framing does not entail penalties from evaluators making decisions about whom to hire. These results support the promise of choice architecture to reduce disparities in organizations. More generally, our findings suggest that gender differences in attitudes toward completion may be context-dependent.

Suggested Citation

  • Joyce He & Sonia Kang & Nicola Lacetera, 2019. "Leaning In or Not Leaning Out? Opt-Out Choice Framing Attenuates Gender Differences in the Decision to Compete," NBER Working Papers 26484, National Bureau of Economic Research, Inc.
  • Handle: RePEc:nbr:nberwo:26484
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    References listed on IDEAS

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    Cited by:

    1. Catherine Eckel & Lata Gangadharan & Philip J. Grossman & Nina Xue, 2021. "The gender leadership gap: insights from experiments," Chapters, in: Ananish Chaudhuri (ed.), A Research Agenda for Experimental Economics, chapter 7, pages 137-162, Edward Elgar Publishing.
    2. Christine L. Exley & Judd B. Kessler, 2019. "The Gender Gap in Self-Promotion," NBER Working Papers 26345, National Bureau of Economic Research, Inc.
    3. Christine L Exley & Judd B Kessler, 2022. "The Gender Gap in Self-Promotion," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 137(3), pages 1345-1381.
    4. Christine L. Exley & Judd B. Kessler, 2019. "The Gender Gap in Self-Promotion," Working Papers 2019-058, Human Capital and Economic Opportunity Working Group.

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    More about this item

    JEL classification:

    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior
    • D03 - Microeconomics - - General - - - Behavioral Microeconomics: Underlying Principles
    • D91 - Microeconomics - - Micro-Based Behavioral Economics - - - Role and Effects of Psychological, Emotional, Social, and Cognitive Factors on Decision Making
    • J16 - Labor and Demographic Economics - - Demographic Economics - - - Economics of Gender; Non-labor Discrimination
    • J24 - Labor and Demographic Economics - - Demand and Supply of Labor - - - Human Capital; Skills; Occupational Choice; Labor Productivity
    • J82 - Labor and Demographic Economics - - Labor Standards - - - Labor Force Composition
    • M5 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics

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