A Comparison of Persuasive Strategies Used by Female and Male Managers I: An Examination of Downward Influence.

Harper, Nancy L.; Hirokawa, Randy Y.

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Peer reviewed

ERIC Number: EJ370176

Record Type: Journal

Publication Date: 1988

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A Comparison of Persuasive Strategies Used by Female and Male Managers I: An Examination of Downward Influence.

Harper, Nancy L.; Hirokawa, Randy Y.

Communication Quarterly, v36 n2 p157-68 Spr 1988

Examines managers' persuasive strategies in their attempts to convince a subordinate to comply with an obligatory work-related task and a nonobligatory work-related task. Indicates that male managers rely more often on punishment-based strategies, while female managers rely more often on altruism- and rationale-based strategies. (JK)

Descriptors: Administrator Characteristics, Administrator Evaluation, Administrator Role, Communication Research, Females, Males, Organizational Communication, Personnel Management, Persuasive Discourse, Sex Role

Publication Type: Journal Articles; Reports - Research; Speeches/Meeting Papers

Education Level: N/A

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Language: English

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