Sex and Gender Differences in Tactics of Influence

Abstract

Sex and gender differences for 16 tactics of influence were investigated among 292 men and 231 women in higher-level positions. Sex differences indicated that men are more likely to manipulate situations and people, joke or kid, promise rewards, threaten punishments, and use logic or reason. Gender differences indicated that men are perceived as more likely to manipulate situations, be assertive, joke or kid, and threaten punishments, while women are more likely to use charm, appearance, ingratiation, and compliments. The total sample perceived that one-half of the influence tactics were used with equal frequency by both sexes. The sex differences found were so small as not to be of practical significance, but the gender differences (perceptions) are more meaningful.