This research study reports that women employ fundamentally the same personal influence strategies as male managers to affect others (co-workers, supervisors, subordinates) in a work organization. Assertive behavioral strategies remain one of the few characteristics distinguishing male from female respondents. Specific recommendations for change are addressed in the conclusion.

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Tom Reynolds is in charge of a group of building inspectors. Generally, his policy is to allow the inspectors to make their own decisions as to whether a building violates local codes, a policy they strongly support. Two inspectors have reported to Tom that they have found a number of slum buildings in their jurisdiction to be in serious violation of the law. This afternoon, Tom has been informed by an aide to the Mayor that the buildings are owned by one of the Mayor's strongest supporters in the last election. The Mayor's office views the owner's support as critical in the coming election. However, the owner has threatened to withdraw his support if his buildings are found to be in violation. It is suggested to Tom that he knows what to tell his inspectors. Tom is wondering what to do and has decided to approach his supervisor.