Gender, Interpersonal Power, and Social Influence

Abstract

This article reviews research on gender differences in power and their effect on social influence. Evidence indicates that men generally possess higher levels of expert and legitimate power than women do and that women possess higher levels of referent power than men do. These differences are reflected, to some extent, in the influence strategies used by men and women and, more clearly, in gender differences in social influence. Women generally have greater difficulty exerting influence than men do, particularly when they use influence that conveys competence and authority. These findings indicate that gender differences in influence are mediated by gender differences in power.