Abstract
Sex differences and comparisons of use and effectiveness of 28 impression management tactics were examined for 178 men and 124 women in higher-level positions. Few differences were found despite several exceptions. Women used greeting cards more frequently than men and gave higher effectiveness ratings to warmth and support, making small talk, and avoiding a direct “no” in response to a request. Use and effectiveness ratings were positively related, yet men gave higher effectiveness than use ratings to sending greeting cards and remaining calm under pressure. Women gave higher effectiveness than use ratings to being knowledgeable about a work-related topic and calmness under pressure. Results reinforce the idea that women emphasize interpersonal relationships on the job and also suggest that remaining calm under pressure may represent a developmental need for men and women in higher-level jobs.
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