A comparative analysis of influence strategies used by upper and lowerlevel male and female managers Academic Article uri icon


  • This study investigated influence strategies reported by men and women at two levels of the organizational hierarchy-lower-level and higher-level managers. The purpose of the study was to assess whether a structuralist, socialization, or some combination of the two perspectives best accounts for the relationships among gender, power, and influence. Two hundred twelve female and male upper- and lower- level managers from two large organizations in the Southwest participated in the study by reporting the strategies they would use to get a subordinate to perform an obligatory and nonobligatory work-related action. Subjects also responded to a perceived position power measure. Results showed that gender seems to make a marginal overall difference in influence choices made in an obligatory situation; however, this difference was most noticeable between lower-level female and male managers. Observable and consistent differences in influence were connected to hierarchical level in the obligatory situation. These findings were analyzed within the structuralist and socialization perspectives of power and influence in the organization. 1990 Taylor & Francis Group, LLC.

published proceedings

  • Western Journal of Communication

author list (cited authors)

  • Schlueter, D. W., Barge, J. K., & Blankenship, D.

citation count

  • 23

complete list of authors

  • Schlueter, David W||Barge, J Kevin||Blankenship, Dana

publication date

  • January 1990