Personality as Relational Resource in Persuasion Settings
Kevin H. C. Cheng
2009
Asian Social Science
The current study aims to show that, like speech acts, personality is also a social resource, the latter predisposes people to relate to each other in a preferential manner. Fifty-eight participants engaged in dyadic interactions in which they were required to defend their point of view. The translated version of the NEO-FFI was used to measure personality dimensions (McCrae, Costa & Yik, 1996) , and the Verbal Response Mode (Stiles, 1992) was used for the coding of verbal behavior. The results
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... show that people who have a high level of neuroticism handle their interpersonal relationships in a reflective manner by concealing their own opinions and focusing on the arguments of other people. The same people prefer to communicate by "mirroring" other people's utterances, irrespective of the role that was given to them in the study. The findings add to the body of knowledge on interpersonal dimensions and their relations with personality. The person high in verbal aggressiveness is motivated to demonstrate personal superiority, to establish dominance, or to vent out aggressive strain. Communication apprehension, on the other hand, comes about from actual or anticipatory communication situations which lead to fear or anxiety. Recently, Mehl, Gosling, & Pennebaker (2006) used the electronically activated recorder (EAR) and reported consistent behaviors for various Big-five traits. The EAR records 30-seconds segments every 12 minutes during the trackers' living habits in natural settings. The recorded segments represented less than 5% of the trackers' activities. The results showed that extraverts talked more than introvert and engage in more social interactions. Introverts spent more time alone. Individuals high on the scale of agreeableness are more able to symphonize and swears less. They also used more first person singular pronouns (e.g., I, me, my) to convey personal rapport. Conscientious worked more and spend less in places such as restaurants, bars, or coffee shops. Neurotics argued less and uttered less word than the more emotionally stable. Finally, those open to new experience use more third person pronouns and past tense verbs. They spend more time in restaurants, bars, or coffee shops. Empirical evidence shows this line of research is promising (
doi:10.5539/ass.v4n6p78
fatcat:uqtr5q5op5cyrhew2cz5tdcnti