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PULLMAN, Wash. - People tend to listen to big talkers, whether they are women or men. Still, more women prefer not to use assertive language, according to a new study led by Washington State University economist Shanthi Manian.
The study, published in
Management Science on Feb. 17, found that participants in an experiment more often followed advice when the people giving the advice used assertive "cheap talk," statements that cannot be verified as true. Examples of such statements are often found in job seeking cover letters, such as "I have extremely strong problem-solving skills."
The experiment participants followed the advice people gave at similar rates regardless of their gender--even though they thought other people would be less likely to follow the advice of the female leaders.