To Flatter or To Assert? Gendered Reactions to Machiavellian Leaders

Alessandra Capezio, Lu Wang, Simon Lloyd D Restubog, Patrick R.J.M. Garcia, Vinh N. Lu

Research output: Contribution to journalArticle

Abstract

Integrating power dependence and gender role theories, we investigate the interactive effects of followers’ gender and leaders’ Machiavellian orientation in predicting followers’ usage of upward influence tactics. Using a sample of 156 matched leader–follower dyads, we found that followers’ gender moderated the relationship between Time 1 leaders’ Machiavellian orientation and followers’ use of upward influence tactics at Time 2 (6 months later). Specifically, the relationship between Time 1 leaders’ Machiavellianism and Time 2 followers’ ingratiation (a soft influence tactic) was significant and positive for women followers and non-significant for men followers, while the relationship between Time 1 leaders’ Machiavellianism and Time 2 followers’ assertiveness (a hard influence tactic) was significant and positive for men followers but non-significant for women followers. These results suggest that gender plays an important role in how followers react to Machiavellian leaders. The social and ethical implications of these findings are discussed.

Original languageEnglish (US)
JournalJournal of Business Ethics
Volume141
Issue number1
DOIs
StatePublished - Mar 1 2017
Externally publishedYes

Fingerprint

follower
leader
tactics
Machiavellianism
gender
Follower
role theory
dyad
gender role
time
Influence tactics
Tactics

Keywords

  • Assertiveness
  • Gender
  • Ingratiation
  • Machiavellian leaders
  • Machiavellian personality
  • Social influence tactics

ASJC Scopus subject areas

  • Business and International Management
  • Business, Management and Accounting(all)
  • Arts and Humanities (miscellaneous)
  • Economics and Econometrics
  • Law

Cite this

To Flatter or To Assert? Gendered Reactions to Machiavellian Leaders. / Capezio, Alessandra; Wang, Lu; Restubog, Simon Lloyd D; Garcia, Patrick R.J.M.; Lu, Vinh N.

In: Journal of Business Ethics, Vol. 141, No. 1, 01.03.2017.

Research output: Contribution to journalArticle

Capezio, Alessandra ; Wang, Lu ; Restubog, Simon Lloyd D ; Garcia, Patrick R.J.M. ; Lu, Vinh N. / To Flatter or To Assert? Gendered Reactions to Machiavellian Leaders. In: Journal of Business Ethics. 2017 ; Vol. 141, No. 1.
@article{9a878e26367a45f2a0977855d6094e1c,
title = "To Flatter or To Assert? Gendered Reactions to Machiavellian Leaders",
abstract = "Integrating power dependence and gender role theories, we investigate the interactive effects of followers’ gender and leaders’ Machiavellian orientation in predicting followers’ usage of upward influence tactics. Using a sample of 156 matched leader–follower dyads, we found that followers’ gender moderated the relationship between Time 1 leaders’ Machiavellian orientation and followers’ use of upward influence tactics at Time 2 (6 months later). Specifically, the relationship between Time 1 leaders’ Machiavellianism and Time 2 followers’ ingratiation (a soft influence tactic) was significant and positive for women followers and non-significant for men followers, while the relationship between Time 1 leaders’ Machiavellianism and Time 2 followers’ assertiveness (a hard influence tactic) was significant and positive for men followers but non-significant for women followers. These results suggest that gender plays an important role in how followers react to Machiavellian leaders. The social and ethical implications of these findings are discussed.",
keywords = "Assertiveness, Gender, Ingratiation, Machiavellian leaders, Machiavellian personality, Social influence tactics",
author = "Alessandra Capezio and Lu Wang and Restubog, {Simon Lloyd D} and Garcia, {Patrick R.J.M.} and Lu, {Vinh N.}",
year = "2017",
month = "3",
day = "1",
doi = "10.1007/s10551-015-2723-0",
language = "English (US)",
volume = "141",
journal = "Journal of Business Ethics",
issn = "0167-4544",
publisher = "Springer Netherlands",
number = "1",

}

TY - JOUR

T1 - To Flatter or To Assert? Gendered Reactions to Machiavellian Leaders

AU - Capezio, Alessandra

AU - Wang, Lu

AU - Restubog, Simon Lloyd D

AU - Garcia, Patrick R.J.M.

AU - Lu, Vinh N.

PY - 2017/3/1

Y1 - 2017/3/1

N2 - Integrating power dependence and gender role theories, we investigate the interactive effects of followers’ gender and leaders’ Machiavellian orientation in predicting followers’ usage of upward influence tactics. Using a sample of 156 matched leader–follower dyads, we found that followers’ gender moderated the relationship between Time 1 leaders’ Machiavellian orientation and followers’ use of upward influence tactics at Time 2 (6 months later). Specifically, the relationship between Time 1 leaders’ Machiavellianism and Time 2 followers’ ingratiation (a soft influence tactic) was significant and positive for women followers and non-significant for men followers, while the relationship between Time 1 leaders’ Machiavellianism and Time 2 followers’ assertiveness (a hard influence tactic) was significant and positive for men followers but non-significant for women followers. These results suggest that gender plays an important role in how followers react to Machiavellian leaders. The social and ethical implications of these findings are discussed.

AB - Integrating power dependence and gender role theories, we investigate the interactive effects of followers’ gender and leaders’ Machiavellian orientation in predicting followers’ usage of upward influence tactics. Using a sample of 156 matched leader–follower dyads, we found that followers’ gender moderated the relationship between Time 1 leaders’ Machiavellian orientation and followers’ use of upward influence tactics at Time 2 (6 months later). Specifically, the relationship between Time 1 leaders’ Machiavellianism and Time 2 followers’ ingratiation (a soft influence tactic) was significant and positive for women followers and non-significant for men followers, while the relationship between Time 1 leaders’ Machiavellianism and Time 2 followers’ assertiveness (a hard influence tactic) was significant and positive for men followers but non-significant for women followers. These results suggest that gender plays an important role in how followers react to Machiavellian leaders. The social and ethical implications of these findings are discussed.

KW - Assertiveness

KW - Gender

KW - Ingratiation

KW - Machiavellian leaders

KW - Machiavellian personality

KW - Social influence tactics

UR - http://www.scopus.com/inward/record.url?scp=84933575873&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=84933575873&partnerID=8YFLogxK

U2 - 10.1007/s10551-015-2723-0

DO - 10.1007/s10551-015-2723-0

M3 - Article

AN - SCOPUS:84933575873

VL - 141

JO - Journal of Business Ethics

JF - Journal of Business Ethics

SN - 0167-4544

IS - 1

ER -