Subordinates' Satisfaction and Perceptions of Superiors' Compliance-Gaining Tactics, Argumentativeness, Verbal Aggressiveness, and Style

Abstract

A theoretical framework involving argumentativeness, verbal aggressiveness, and affirming style is employed to predict the degrees of negative affect subordinates report their superiors are willing to stimulate by the use of compliance-gaining message strategies. A model of compliance-gaining message selection by Hunter and Boster was used to derive predictions. A study of subordinates' perceptions of their superiors was conducted to test a model that posits that high verbally aggressive traits of superiors, along with low argumentative and low affirming traits, increases superiors' willingness to stimulate negative affect by the use of compliance-gaining messages, which also reduces subordinates' satisfaction with their superiors. The results of the study produced considerable support for the speculations. The perceived communication traits of superiors predicted reports of the superiors' use of compliance-gaining strategies. These strategies attributed to superiors also predicted subordinates' satisfaction with their supervisors.