Title: Diversity at work: how relational demography and influence tactics impact the effectiveness of leaders

Authors: Thomas D'Angelo; Marco Lam; Heidi Dent; Martin Kissler; Julia Goldsmith

Addresses: Pace University, New York, NY 10038, USA ' Western Carolina University Cullowee, NC 28723, USA ' Western Carolina University Cullowee, NC 28723, USA ' Fachhochschule Dortmund, Germany ' Western Carolina University, Cullowee, NC 28723, USA

Abstract: The aim of this paper is to explore the joint effect of relational demography and influence tactics on the effectiveness of leaders. To meet this objective, we use an experimental design to examine the role gender and ethnicity play on superiors' attempts to persuade subordinates to create budgetary slack, thereby violating company policy. We manipulate the superior's gender and ethnicity by presenting participants with randomly selected photographs of their superiors. Our findings suggest that gender and ethnicity alone do not impact the effectiveness of managers. However, relational demography, interpretation of a superior's message and influence tactic used, does affect the quality of superior-subordinate relationships. This in turn affects the willingness of subordinates to comply with their superior's wishes. This holds true even in cases where the subordinate acknowledges their action violates company policy. We conclude that relationships matter more in inspiring action than the gender or ethnicity of either party.

Keywords: relational demography; budgetary slack; influence tactics; diversity; gender; ethnicity; LMX theory; organisational behaviour.

DOI: 10.1504/IJBAF.2023.131637

International Journal of Behavioural Accounting and Finance, 2023 Vol.7 No.1, pp.24 - 40

Received: 20 May 2022
Accepted: 21 Dec 2022
Published online: 21 Jun 2023 *

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