Abstract
This study examined influence tactics used by principals and determined if there was a significant difference in those used by female principals and those used by male principals. In addition, this study determined whether the use of the influence tactics varied, by years of experience, situations involving the use of the influence tactic, and level of the principal. A survey questionnaire was sent to a sample consisting of 248 principals from a population of 692 distinguished schools in California. The questionnaire consisted of five scenarios and six influence tactics. Respondents were asked to rate each influence tactic from uncharacteristic to characteristic on a scale of 1-10. Test run on the raw data included: Means, Frequency of Distribution, Repeated Measures Analysis of Variance, Inter Correlation Analysis, t-Tests, Analysis of Variance, and Scheffe Tests. It was found that Principals were more likely to use personal influencing strategies. Organizational strategies to include coercion and legitimate request were least likely to be used. Significant differences did occur between men and women principals' use of influence tactics. Woman principals were more likely than men to use collaborative decision tactics than men in some scenarios. Men principals were more likely to use coercion and legitimate request than women in some scenarios. Experience of the principal showed little significance for the influence tactic preferred. A comparison among elementary, middle, and high school principals showed some significant differences in their use of influence tactics. The main difference occurred between elementary school principals and high school principals. Conclusions included: (1) Principals were more likely to use a collaborative style of influencing when working with small groups as compared to one on one interaction. (2) "Personal based" influence tactics to include decision identification, rational faith, personal identification were preferred strategies compared to "organizational based" strategies to include coercion, legitimate request, instrumental compliance. (3) Women were more likely to use a collaborative decision participation tactic than men in certain situations. (4) Men were more likely to use more directive modes of influence to include coercion and legitimate request than women in certain situations.