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Influence Strategies at Home and at Work: A Study of Sixty Dual Career Couples

Adelphi University

Karen Weltman

Adelphi University

This study investigated the extent to which several individual difference variables (specifically, access to resources, self-confidence levels, the tendency to be dominant as compared to nurturant and sex) as well as one context variable (home or work), predicted the frequency with which professional men and women used three kinds of influence strategies. The outcomes associated with each kind of strategy use were then assessed for men and women for each context. Direct strategies were reportedly used the most frequently. Indirect-unilateral strategies (e.g. withdrawal) were used more frequently at home while indirect-bilateral strategies (e.g. suggesting, smiling) were used more frequently at work. Women reported using suggesting and smiling more than men did, but sex, overall, was a poor predictor of strategy use. The less self-confident respondents were, the more frequently they used indirect-unilateral strategies. The more nurturant that women were, the more frequently they used indirect-bilateral strategies. Strategy use was unrelated to most outcomes at home. When differences in self-confidence were partialed out, the use of direct strategies was associated with positive outcomes for men at work, but not for women. Conversely, the use of both kinds of indirect strategies was associated with perceptions of negative outcomes for women, but not for men.

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