THE IMPACT OF RELATIONSHIP TYPE, OTHER BENEFIT, LEADERSHIP STYLE AND GENDER ON MANAGERIAL INFLUENCE TACTICS

This study examined situational and individual difference variables that impact message strategy selection in superior-subordinate influence attempts. The study predicted and found a significant interaction between other benefit and concern for people. The results indicate that employee-oriented subjects are more un willing to employ aggressive strategies when compliance does not benefit the target. In addition, the study predicted and found a significant interaction between the type of relationship between superior and subordinates and concern for task. Results obtained suggesting that task-oriented subjects use more aggressive strategies when attempting to gain compliance from employees in noninterpersonal relationships only. Females reported a greater degree of concern for people than males and more un willingness to employ verbally aggressive strategies. This supports the conclusion that females may be more empathic than males, resulting in an unwillingness to employ strategies that may be perceived as lacking in concern for other's feelings