Influence of sex differences in leaders' behavior

Sex differences in influence tactics were examined with a sample of 269 followers (67 men, 202 women) at a large midwestern national insurance company who rated the downward influence tactics used by their direct supervisors. Downward influence tactics are behaviors used by leaders to gain compliance from followers. One department within the organization was identified as a source for participants in the study. Participation was voluntary. The age range for the sample was 21 to 65 years, with the largest percentage falling in the 40-49 year range (M = 3.8, SD = .8). Hierarchical linear modeling procedures were utilized to analyze the multiple level data (leader and follower) and to examine variables within the organization at different levels of analysis. Leader participants were asked to solicit their followers to complete an influence tactic measure, which consisted of the most reliable subscales taken from the Influence Behavior Questionnaire, Schriesheim and Hinkin Influence Measure, and the Profiles of Organizational Influence Strategies. The integrated measure resulted in a 45-item scale. It was hypothesized that, overall, followers would report that male leaders would use hard influence tactics more frequently than female leaders. On the other hand, followers would report that female leaders would use soft influence tactics more frequently than male leaders. When differentiating followers by sex, however, we expected that male followers would report more than female followers that their leaders use hard tactics more frequently. Also, we expected that female followers would report (more than male followers) that their leaders use soft tactics more frequently. Overall, followers reported that male leaders used significantly more personal appeal and consultation, so called "soft tactics," with their followers than did female leaders. Female followers reported that their leaders (both male and female) used consultation and inspirational appeal more frequently. In contrast, male followers reported that their leaders used exchange, so called "hard tactics," more frequently.     

A field examination of two measures of work motivation as predictors of leaders' influence tactics

The authors tested 2 motivation measures, the Motivation Sources Inventory (MSI; J. E. Barbuto & R. W. Scholl, 1998) and the Job Choice Decision-Making Exercise (A. M. Harrell & M. J. Stahl, 1981) as predictors of leaders' influence tactics. The authors sampled 219 leader-member dyads from a variety of organizations and communities throughout the central United States. Results strongly favored the MSI as a predictor of influence tactics. Limitations of the study include low power of relationships, sample size as limited by the research design, and education levels of participants. Future researchers should use larger and more diverse samples and test other relevant antecedents of leaders' behaviors.     

Sources of work motivation of business leaders in the USA and South Africa: a cross-cultural comparison using the Motivational Sources Inventory

Motivational differences in response to the Motivation Sources Inventory were tested between U.S. (n = 138) and South-African (n = 114) work samples. Analysis indicated that American managers scored significantly higher on intrinsic process (fun), while South-African managers scored significantly higher on self-concept external and goal internalization when measured using ratio analysis. Replication and extension with large groups representative of populations of interest in conjunction with Hofstede's cultural dimensions could allow generalization.     

Testing antecedents to sales performance in postapartheid era: a field study

The predictors of objectively measured sales performance were assessed with 245 sales representatives from a large South African life insurance company. Sales representatives completed measures of their locus of control, entrepreneurial attitudes, biographical history, and performance was assessed from company records of sales, net commissions earned, and lapse ratios. The nature of employment contract, job status, and race explained significant differences in performance outcomes. The predictive nature of locus of control and entrepreneurial attitudes for performance outcomes was tested using structural equation modeling procedures, with limited validity. The implications for research and practice are also discussed.     

A validity generalization procedure to test relations between intrinsic and extrinsic motivation and influence tactics

The relations of intrinsic and extrinsic motivation with use of consultative, legitimating, and pressure influence tactics were examined using validity generalization procedures. 5 to 7 field studies with cumulative samples exceeding 800 were used to test each relationship. Significance was found for relation between agents' intrinsic motivation and their use of consultative influence tactics and agents' extrinsic motivation and their use of legitimating influence tactics.     

Four classification schemes of adult motivation: current views and measures

Classification of perspectives on motivation and recommendations for measurement are provided. Motivation is classified into four broad categories: content theories, process theories, decision-making theories, and sustained-effort theories--drawing from different theories and measures. Recommendations on measurement are developed for each classification scheme of motivation.     

Expressive Art in Cross-Cultural Group Supervision: Applying the Mmogo-Method™

Academic mobility has increased the tendency of students to study in foreign countries, which poses various personal, interpersonal and contextual challenges to the cross-cultural supervision relationship. This study explored the themes that emerged in a cross-cultural supervision relationship through the application of expressive art, referred to as the Mmogo-Method?, in cross-cultural group supervision. Fourteen individuals participated in the research, thirteen Tswana-speaking women from Botswana and a Tshivenda-speaking man from Venda (age range: 25 to 45 years). Participants were asked to create visual representations illustrating any aspect of their growth since the beginning of the year. Thereafter, the participants engaged in focus group discussions. Data were analysed by means of semiotic data analysis. Central themes suggest that the transfer of culturally embedded values and norms takes place between environments. The data further elicited valuable information regarding aspects that could play an integral role in personal and professional development. It appears that expressive art such as the Mmogo-Method? could serve as a valuable tool in enhancing the quality of supervision.     

Work-related well-being in a call centre environment: The moderating role of age and tenure

The study investigated age and tenure effects on the relationship between job demands and resources, and job-related burnout and work engagement. Study participants were a convenience sample of 382 call centre agents in the information technology industry in South Africa (females = 54%; black African = 47%; single = 47%). The call centre agents completed the Job Demands-Resource scale, the Burnout scale, the Utrecht Work Engagement Scale, and the Work-related Sense of Coherence scale. Multiple hierarchical regression analyses and moderation analyses revealed that age and tenure moderated the relationship between overload, insecurity, and burnout. Tenure moderated the relationship between organisational support and work engagement. Interventions to foster job resources for work engagement and healthy work participation should take into account the work-related sense of coherence of call centre agents as well as their age and tenure.     

Threat to ethnic identity: the experience of White Afrikaans-speaking participants in postapartheid South Africa

The dismantling of apartheid and the postapartheid dispensation had far-reaching implications for all the citizens of South Africa. In an urban sample of White Afrikaans-speaking South Africans (Afrikaners) in postapartheid South Africa, the authors investigated perceptions of threat to ethnic identity, as well as correlates of those perceptions. The respondents experienced threat on 2 levels: The 1st was distinctive continuity, the concern that their ethnic group would not continue as a distinctive group in society. The 2nd was the evaluative dimension of ethnic identity (i.e., well-being), the concern that group membership would no longer contribute to positive self-esteem. The respondents experienced greater threat on the 2nd level, reflecting predominantly negative experiences as White Afrikaans-speaking persons in postapartheid South Africa. A high threat perception on the 2nd level was associated with (a) a perception of other groups' negative evaluations of their ethnic group, (b) negative attitudes toward political changes, and (c) perceptions of illegitimacy and instability of the postapartheid political system. The respondents who felt that Afrikaners would not continue as a distinctive group in society had a more positive attitude toward the sociopolitical changes, did not show strong ethnic identification, and had a negative collective self-esteem. They were also politically more liberal. Those findings are discussed in relation to theoretical expectations.