Counternormative impression management, likeability, and performance ratings: the use of intimidation in an organizational setting

Abstract Social‐role theory suggests that women are likely to be penalized for acting assertively (or in other ways that are counter to stereotypical expectations). Using a sample of 76 supervisor–subordinate dyads, this research investigates the reactions of supervisors to the use of intimidation strategies by men and women working in a law enforcement agency. The findings suggest that, among female employees, the use of intimidation tactics of impression management is negatively related to supervisor ratings of likeability. In contrast, among males, the use of intimidation is unrelated to supervisor ratings of likeability. In addition, for females, the use of intimidation is unrelated to performance ratings; among male employees, though, the relationship between intimidation and performance evaluations is positive. The implications of this study for management practice and future research are also discussed. Copyright © 2003 John Wiley & Sons, Ltd.