A comparison of persuasive strategies used by female and male managers I: An examination of downward influence

Abstract

Two questions were addressed in the present investigation: (1) What differences and similarities, if any, exist between the persuasive strategies selected by male and female managers in their attempts to convince a subordinate to comply with an obligatory work‐related task? and (2) What differences and similarities, if any, exist between the persuasive strategies selected by male and female managers in their attempt to convince a subordinate to comply with a nonobligatory work‐related task? Two hypothetical compliance‐gaining situations were presented to 46 female and 30 male managers. Written responses were coded using a 19‐category scheme. The study found that male managers rely more often on punishment‐based strategies, while female managers rely more often on altruism‐ and rationale‐based strategies, when attempting to convince a subordinate to comply with an obligatory request. No differences were discovered between the male and female managers in their attempts to convince a subordinate to comply wi...