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College of the Holy Cross Mixed-and same-sex dyads were observed to examine effects of gender composition on language and of language on gender differences in influence. Ss discussed a topic on which they disagreed. Women were more tentative than men, but only in mixed-sex dyads. Women who spoke tentatively were more influential with men and less influential with women. Language had no effect on how influential men were. In a second study, 120 Ss listened to an audiotape of identical persuasive messages presented either by a man or a woman, half of whom spoke tentatively. Female speakers who spoke tentatively were more influential with male Ss and less influential with female Ss than those who spoke assertively. Male speakers were equally influential in each condition. Researchers have reported a wide variety of language differences between the sexes (e.g,

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In the article, "Type I and Type II Errors in Simultaneous and Two-Stage Multiple Comparison Procedures," by H.

This review article reveals that men are generally more influential than women, although the gender difference depends on several moderators. Relative to men, women are particularly less influential when using dominant forms of communication, whereas the male advantage in influence is reduced in domains that are traditionally associated with the female role and in group settings in which more than one woman or girl is present. Males in particular resist influence by women and girls more than females do, especially when influence agents employ highly competent styles of communication. Resistance to competent women can be reduced, however, when women temper their competence with displays of communality and warmth.Historically, most research on gender and social influence has focused on gender differences in influenceability, the extent to which men and women are influenced by others. In fact, the numerous studies on this topic have been reviewed several times (e.g., Becker, 1986;Eagly, 1978;Eagly & Carli, 1981). Less attention, however, has been devoted to the effect of a person's gender on his or her ability to influence others, an ability that can contribute to effective management in organizations and is associated with career advancement and increases in salary (Dreher, Dougherty, & Whitely, 1989;Kanter, 1977;Rao, Schmidt, & Murray, 1995). Consequently, examining the factors that contribute to gender differences in social influence has implications for understanding women's leadership. This article reviews research on gender differences in exerting influence, including the factors that moderate the gender differences.In most settings, women possess lower levels of status and power than men do, particularly power based on expertise or legitimate authority (Carli, 1999; Ridgeway, this issue). Because men and women typically fill different roles, with women