Gender differences in interaction style and influence.

Observed 128 Ss in mixed- and same-sex dyads to examine effect of interaction on sex differences in influence. Ss discussed 2 topics on which they disagreed. During the 2nd discussion, t S in each pair was told to influence the other. Ss showed more agreement and positive social behavior when paired with a woman and more disagreement and task behavior when paired with a man. Although women were more easily influenced, this effect was mediated by the partners' behavior. Ss were influenced more by a partner who agreed with them and less by one who disagreed. Path analyses and ANCOVAS revealed that Ss' sex predicted the partners' behavior toward them, which in turn predicted the sex difference in influence. When instructed to be influential, Ss increased disagreements, but only with male partners. Results indicate that the masculine interaction style used when interacting with men is less effective than the feminine style used when interacting with women. Researchers investigating gender differences in social influence have often reported that women are more easily influenced and less influential than men (Eagly, 1978). Although there is little evidence to support the notion that men are more influential (Eagly, 1978), a meta-analytic review has shown that women are more easily influenced (Eagly & Carli, 1981). What remains to be investigated is the process by which this difference may occur. Specifically, what types of behavior do people use when trying to influence men or women and what types of behavior lead to influence? The purpose of this article is to examine how the sex composition of dyads may affect gender differences in interaction style and, in turn, how these differences in interaction may lead to gender differences in influence. A second objective is to determine what happens to gender differences in interaction style and influence when subjects are specifically attempting to induce persuasion.