Gender, Language, and Social Influence: A Test of Expectation States, Role Congruity, and Self-Categorization Theories

This study compares self-categorization, expectation states, and role congruity theories' explanations for female influence. Male and female participants (N = 267) listened to a recording of a female speaker who used either tentative or assertive language under conditions that led participants to categorize her as a woman or as college-educated. There was no evidence that women were differentially influenced by the speaker's linguistic style or by the categorization. Men, however, were more influenced by the tentative speaker when she was categorized as a woman than as a college student. Men were more influenced by an assertive than tentative speaker when the speaker was categorized as a college student. Mediational findings provided evidence for self-categorization and expectation states, but not role congruity, processes.