Influence tactics and salary attainment: A gender-specific analysis

Abstract

In this article the linkages between upward influence tactics and salary attainment were studied within the context of observed salary differences between men and women. The data for this field study were gathered from 212 male and 82 female business school graduates. Annual salary was regressed on a set of control variables and six dimensions of upward influence. Separate salary equations were estimated for men and women, and used to study sex-based salary differentials. The results indicated that even though there were few mean differences between men and women in terms of person-centered attributes, the characteristics of employing organizations, or the use of upward influence styles, women earned less than men. The set of upward influence tactics uniquely accounted for variation in salaries for both men and women, and there was evidence of gender specificity in the salarly allocation process. The usefulness of considering upward influence tactics when studying the salary allocation process is emphasized, particularly when the goal is to understand observed salary differences between men and women.