Effects of generational and gender differences on the use of influence tactics

by Landry, Dana J., Ph.D., CAPELLA UNIVERSITY, 2009, 117 pages; 3344649

Abstract:

Companies today have more generations working at the same time than ever before. This presents a problem to leadership in the form of communications, motivation, benefit programs, and training among others. This study focused on the use of a key leadership characteristic, in the form of influence tactics, by different generational cohorts. A survey of 2 U.S. companies was performed to measure 8 influence tactics identified as pressure, exchange, coalition, rational persuasion, ingratiation, consultation, inspirational appeal, and upward appeal. Three generational cohorts identified as Baby Boomers, Gen Xers, and Nexters were subsequently used for analysis. In addition the male and female genders were analyzed both within and across generations. Results showed a measurable preference for 3 tactics over the other 5. Some gender differences were found but the findings were not consistent.

AdviserKeith Grant
SchoolCAPELLA UNIVERSITY
Source TypeDissertation
SubjectsManagement; Demography
Publication Number3344649

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