POWER STRATEGIES IN INTERPERSONAL RELATIONSHIPS The Effects of Expertise and Gender

The present study was designed to examine the effects of both power and gender in the use of influence strategies. Women and men responded to three scenarios in which they interacted with an imagined partner in situations with different levels of interpersonal power: more power than their partner (expert), less power (novice), and the same amount of power (equivalent). Partners were either same sex or other sex. Participants used more direct strategies when they were experts and more indirect strategies when they were novices, and women and men were very similar in the strategies they selected. Overall, power differences had a more profound effect than gender in predicting the choice of influence strategies. What are often construed as gender differences in social influence probably are perceived power differences. As such, gender differences in behavior must be understood within a context of status and power.