The effect of perceived subordinate communicator style on physician‐executives' choices of compliance‐gaining strategies

Little is known about the way physicians perform as managers in influence situations. This investigation was an effort to fill this gap in the literature and to illuminate how a target's communicator style affects agents' strategic choices. Specifically, physician‐executives' choices of influence strategies when seeking to persuade subordinates who communicate in perceived attractive and unattractive styles were examined. A total of 222 physician‐executives working across the United States and belonging to the American College of Physician‐Executives completed questionnaires. The results revealed that physician‐executives were (a) significantly more likely to use the strategies of reason and friendliness when influencing a subordinate who was perceived as communicating in an attractive than in an unattractive style, and (b) significantly more likely to use the strategies of assertiveness, bargaining, coalition, higher‐authority and sanctions when influencing a subordinate who was perceived as communicating in an unattractive than in an attractive style.