Corporate Managers' Reactions to Assertive Social Skills Exhibited by Males and Females

Abstract

While a number of investigators have suggested that assertiveness is an important interpersonal skill for both males and females in work-related settings, few studies have empirically evaluated how corporate managers react to assertiveness exhibited by others. The current study examined whether managers react differently to identical assertive responses made by females versus by males, and also compared manager reactions to several different types of verbal content in assertive responses. The procedure consisted of presenting managers with taped vignettes that showed either a male or female model handling several work-related conflicts assertively. The portrayed models were either directly assertive, assertive but moderating their assertion with an empathic comment to the antagonist in the situation, or assertive but tempering the response with a self-effacing comment. Based on interpersonal evaluation ratings completed later by the managers, self-effacing assertive models of both sexes were rated unfavorably relative to either directly assertive or empathic-assertive models. Empathic comments preceding an assertive response resulted in more favorable manager reactions on several criteria. Finally, on almost all measures, assertive behavior exhibited by females was evaluated as positively as the same behavior exhibited by males. Implications for assertive training of males and females in the business setting are considered.