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• W2518071374 abstract "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..." @default.
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• W2518071374 date "1990-04-01" @default.
• W2518071374 modified "2023-09-23" @default.
• W2518071374 title "A comparative analysis of influence strategies used by upper and lower‐level male and female managers" @default.
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• W2518071374 doi "https://doi.org/10.1080/10570319009374324" @default.
• W2518071374 hasPublicationYear "1990" @default.
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