Big Five personality traits in simulated negotiation settings

2018 ◽  
Vol 13 (2) ◽  
pp. 201-213 ◽  
Author(s):  
Pedro Fontes Falcão ◽  
Manuel Saraiva ◽  
Eduardo Santos ◽  
Miguel Pina e Cunha
Keyword(s):  
Personality Traits ◽  
Factor Model ◽  
Five Factor Model ◽  
Big Five Personality ◽  
Content Type ◽  
Situational Variables ◽  
Integrative Negotiation ◽  
Negotiation Behavior ◽  
New Findings ◽  
And Behavior

Purpose After a hiatus in the research on individual differences in negotiation, there has been a surge of renewed interest in recent years followed by several new findings. The purpose of this paper is to explore the effects that personality, as structured by the five-factor model, have over negotiation behavior and decision making in order to create new knowledge and prescribe advice to negotiators. Design/methodology/approach This study replicates observations from earlier studies but with the innovation of using a different methodology, as data from a sample of volunteer participants were collected in regard to their personality and behavior during two computerized negotiation simulations, one with the potential for joint gains and the other following a more traditional bargaining scenario. Findings Significant results for both settings were found, with the personality dimensions of agreeableness, conscientiousness, and extraversion systematically reoccurring as the most statistically relevant, although expressing different roles according to the type of negotiation and measure being registered. The findings thus suggest a multidimensional relationship between personality and situational variables in which specific traits can either become liabilities or assets depending upon whether the potential for value creation is present or not. Originality/value The new findings on the impacts of personality traits on both distributive and integrative negotiations allow negotiators to improve their performance and to adapt to specific distributive or integrative negotiation situations.

Sharing of branded viral advertisements by young consumers: the interplay between personality traits and ad appeal

2019 ◽  
Vol 36 (6) ◽  
pp. 846-857 ◽  
Author(s):  
Kalpak K. Kulkarni ◽  
Arti D. Kalro ◽  
Dinesh Sharma
Keyword(s):  
Personality Traits ◽  
Big Five ◽  
Factor Model ◽  
Five Factor Model ◽  
Big Five Personality Traits ◽  
Hierarchical Regression ◽  
Big Five Personality ◽  
Content Type ◽  
Young Consumers ◽  
Advertising Appeal

Purpose This study aims to investigate the influence of Big Five Personality traits (i.e. openness to experience, conscientiousness, extraversion, agreeableness and neuroticism) on young consumers’ intentions to share branded viral video advertisements. Further, this study also demonstrates that the advertising appeal (informational versus emotional) used in the viral advertisement moderates the effects of specific personality traits on the sharing of viral ads. Design/methodology/approach A conceptual framework is proposed based on the Five-Factor Model of Personality (McCrae and John, 1992) and advertising effectiveness literature. Using experiments, responses from young consumers were collected and hypotheses were tested using hierarchical regression and ANOVA. Findings Results reveal that the two personality traits, extraversion and openness to experiences, are positively associated with consumers’ viral ad sharing intentions, whereas conscientiousness, agreeableness and neuroticism are not. Moreover, individuals scoring high on openness and extraversion prefer sharing branded viral ads containing informational appeal vis-ã-vis those containing emotional appeals. Originality/value Studies decoding the factors behind the success of viral advertisements have more often focussed on the ad content rather than on personality dimensions of the ad sharers. This study bridges this gap by investigating the influence of Big Five Personality traits on young consumers’ intention to forward viral ads, in interaction with ad appeal. Young consumers represent key audience segments consuming and sharing viral content online, and hence, it is important to have a deeper understanding of this market segment.

Forms of suicide communication are not associated with five-factor personality

2020 ◽  
Vol 12 (2) ◽  
pp. 45-54
Author(s):  
Kaitlyn R. Schuler ◽  
Natasha Basu ◽  
Nicholas A. Fadoir ◽  
Laura Marie ◽  
Phillip N. Smith
Keyword(s):  
Personality Traits ◽  
Suicide Ideation ◽  
Factor Model ◽  
Five Factor Model ◽  
Self Report ◽  
Warning Sign ◽  
Emergency Psychiatry ◽  
Prevention And Intervention ◽  
Content Type ◽  
And Behavior

Purpose US age-adjusted suicide rates increased by 33 per cent from 1999 to 2017 (Hedegard et al., 2018). Communications about suicide and death are a commonly cited warning sign (SPRC, 2014) and are foundational to the vast majority of risk assessment, prevention and intervention practices. Suicidal communications are critically understudied despite their implications for prevention and intervention practices. The purpose of this study is to examine the association between five factor model personality traits and forms of suicidal communications. Design/methodology/approach A sample of 154 people admitted to emergency psychiatry for suicide ideation or attempt completed self-report measures about their suicide ideation and behavior. Kruskal–Wallis ANOVA examined differences between five-factor model personality domains and forms of communications. Findings There were no significant differences; however, two nonsignificant trends related to indirect or non-communication and extraversion and openness emerged. Research limitations/implications Future studies should focus on using more nuanced measures of dimensional personality and suicidal communications. Originality/value This study is the first to examine differences in the Five-Factor Model personality traits and suicidal communications.

Linking the Big Five personality constructs to organizational justice

2009 ◽  
Vol 37 (2) ◽  
pp. 209-222 ◽  
Author(s):  
Junqi Shi ◽  
Han Lin ◽  
Lei Wang ◽  
Mo Wang
Keyword(s):  
Procedural Justice ◽  
Personality Traits ◽  
Organizational Justice ◽  
Big Five ◽  
Factor Model ◽  
Five Factor Model ◽  
Big Five Personality ◽  
Field Sample ◽  
Informational Justice ◽  
Practical Implications

Although extensive research has been conducted to investigate various factors related to organizational justice, few studies have examined the link between personality traits and organizational justice. Using a field sample, we explored the relationships between the five-factor model of personality and organizational justice. Results indicated that agreeableness and neuroticism were important correlates of organizational justice. Specifically, agreeableness was found to be positively related to all four organizational justice components proposed by Colquitt (2001). Neuroticism was found to be negatively related to procedural justice and informational justice. Theoretical and practical implications of the results are discussed.

The influence of openness to experience and nostalgia proneness on brand loyalty

2018 ◽  
Vol 15 (4) ◽  
pp. 500-513
Author(s):  
Seniz Özhan ◽  
Nevin Altug ◽  
Eylem Deniz
Keyword(s):  
Personality Traits ◽  
Brand Loyalty ◽  
Structural Equation ◽  
Factor Model ◽  
Five Factor Model ◽  
Joint Effect ◽  
Equation Model ◽  
Openness To Experience ◽  
Content Type ◽  
The Relationship

Purpose The purpose of this paper is to examine the joint effect of two composite characteristics –openness to experience (OE) and nostalgia proneness (NP) – on product involvement (PI) and whether brand loyalty (BL) is a result of this PI. Design/methodology/approach In accordance with this purpose, a model suggesting that OE dimension of the five-factor model and NP influences PI and PI influences BL was developed and tested. The data used in the study were obtained from 1,392 participants from the Thrace region of Turkey. The authors use a structural equation model to test and confirm hypothesis. Findings OE influences PI and hence BL. On the other hand, it has been concluded that NP has no significant influence on PI. Research limitations/implications This is the first study to examine the influence of OE, one of the personality traits, and NP on BL. In this study, only OE, which is one of the five-factor personality traits, has been examined. Studies in the future may research the relationship between other personality traits and NP, PI and BL. Practical implications This paper provides managerial insights into why consumers’ personality traits and NP need to be taken into consideration in creating BL. Originality/value To the best of authors’ knowledge, the influence of OE and NP on BL has not been addressed in the current literature. Personality traits and NP are closely related to individuals’ behaviors as a consumer. Understanding the factors that influence consumer purchase decision processes is of crucial importance to managers and researchers alike. The paper is of great value for firms that consider enhance BL.

Leader personality traits and employee job satisfaction in the media sector, Kenya

2017 ◽  
Vol 29 (1) ◽  
pp. 133-146 ◽  
Author(s):  
Mary Agnes Wambui Kiarie ◽  
Loice C. Maru ◽  
Thomas Kimeli Cheruiyot
Keyword(s):  
Job Satisfaction ◽  
Personality Traits ◽  
Organizational Performance ◽  
Big Five ◽  
Factor Model ◽  
Five Factor Model ◽  
Business Environment ◽  
Emotional Stability ◽  
Content Type ◽  
Employee Job Satisfaction

Purpose The purpose of this paper is to determine the effect of leader personality traits on employee job satisfaction. A leader personality trait on employee job satisfaction remains a cause of concern in the contemporary business environment. Design/methodology/approach The study employed an explanatory research design to establish the cause-effects between leader personality traits and employee job satisfaction. Path goal theory and Big Five-factor model of personality traits underpinned the study. Questionnaire was used to obtain data pertaining to the model’s constructs. A multiple regression equation model tested the hypotheses. Findings The study showed that leader extraversion; openness to new experiences; emotional stability; conscientiousness and agreeableness have significant effects on employee job satisfaction. The study thus concluded that leaders who portray extraversion; openness to new experiences; emotional stability; conscientiousness and agreeableness enhance employee job satisfaction. Research limitations/implications This study was only limited to leader personality traits and employee job satisfaction; as such further research area could be undertaken in leader personality traits and organizational adaptation to change. Practical implications Leaders need to communicate to employees effectively, listen to their input and feedback, mentoring and empowering them, be innovative and creative, embracing the determination of standards for task performance and be empathetic. Social implications As organizations are exposed to changes, not only to prosper but also to survive in the current dynamic changing environment, leaders must be cognizant of the fact that employee job satisfaction is the bedrock of sustainable organizational performance. Originality/value The paper enhances on how leader personality traits (Big Five-factor model of personality traits) affects employee job satisfaction and performance in organizations.

Does managerial personality influence pricing practices under uncertainty?

2017 ◽  
Vol 26 (7) ◽  
pp. 771-784 ◽  
Author(s):  
Mario Kienzler
Keyword(s):  
Personality Traits ◽  
Factor Model ◽  
Five Factor Model ◽  
Cross Sectional Study ◽  
Individual Characteristics ◽  
Openness To Experience ◽  
Cross Sectional ◽  
Content Type ◽  
Pricing Decisions ◽  
The Relationship

Purpose While marketing and management research suggests that managers’ individual characteristics influence pricing decisions, the influence of personality traits in this context remains unclear. This study aims to explore the relationship between the five basic personality traits of the five-factor model (extraversion, conscientiousness, openness to experience, agreeableness and neuroticism) and three basic pricing practices (value-, competition- and cost-informed). Design/methodology/approach On the basis of a non-experimental decision-making scenario, the analysis examines the pricing decisions of 57 managers in relation to a new business service. Findings The results suggest that managers’ conscientiousness and openness to experience are positively related to preference for value-informed pricing. Similarly, managers’ agreeableness is positively related to preference for competition-informed pricing and managers’ openness to experience and agreeableness are positively related to preference for cost-informed pricing. Research limitations/implications The cross-sectional study design does not support causal inference, and the modest sample size may limit the external validity of the findings. Practical implications By increasing awareness of the influence of personality on pricing preferences, the findings are of relevance to managers who are directly involved in pricing decisions. Additionally, the findings are informative for managers who must assign responsibility for pricing authority within firms. Originality/value This empirical exploration of the relationship between certain personality traits and specific pricing practices contributes to the literature on psychological aspects of pricing theory by showing how managerial personality influences pricing preferences under uncertainty.

How do personality traits affect communication among users in online social networks?

2014 ◽  
Vol 38 (1) ◽  
pp. 136-153 ◽  
Author(s):  
Jose Maria Balmaceda ◽  
Silvia Schiaffino ◽  
Daniela Godoy
Keyword(s):  
Social Networks ◽  
Social Media ◽  
Personality Traits ◽  
Online Social Networks ◽  
Factor Model ◽  
Five Factor Model ◽  
Personality Dimensions ◽  
Content Type ◽  
Wide Range ◽  
Similarity Attraction

Purpose – The purpose of this work is to analyse the relationships between the personality traits of linked users in online social networks. First the authors tried to discover relation patterns between personality dimensions in conversations. They also wanted to verify some hypotheses: whether users' personality is stable throughout different conversation threads and whether the similarity-attraction paradigm can be verified in this context. They used the five factor model of personality or Big Five, which has been widely studied in psychology. Design/methodology/approach – One of the approaches to detect users' personalities is by analysing the language they use when they talk to others. Based on this assumption the authors computed users' personality from the conversations extracted from the MySpace social network. Then the authors analysed the relationships among personality traits of users to discover patterns. Findings – The authors found that there are patterns between some personality dimensions in conversation threads, for example, agreeable people tend to communicate with extroverted people. They confirmed that the personality stability theory can be verified in social networks. Finally the authors could verify the similarity-attraction paradigm for some values of personality traits, such as extroversion, agreeableness, and openness to experience. Originality/value – The results the authors found provide some clues about how people communicate within online social networks, particularly who they tend to communicate with depending on their personality. The discovered patterns can be used in a wide range of applications, such as suggesting contacts in online social networks. Although some studies have been made regarding the role of personality in social media, no similar analysis has been done to evaluate how users communicate in social media considering their personality.

scholarly journals Development and preliminary validation of a Five Factor Model measure of Machiavellianism

2018 ◽  
Author(s):  
Katherine Collison ◽  
Colin Vize ◽  
Josh Miller ◽  
Donald Lynam
Keyword(s):  
Personality Traits ◽  
Big Five ◽  
Factor Model ◽  
Five Factor Model ◽  
Big Five Personality Traits ◽  
Big Five Personality ◽  
Promising Alternative ◽  
Preliminary Validation ◽  
Expert Ratings

Machiavellianism is characterized by planfulness, the ability to delay gratification, and interpersonal antagonism (i.e., manipulativeness and callousness). Although its theoretically positive relations with facets of conscientiousness should help distinguish Machiavellianism from psychopathy, current measurements of Machiavellianism are indistinguishable from those of psychopathy due mostly to their assessment of low conscientiousness. The goal of the present study was to create a measure of Machiavellianism that is more in line with theory using an expert-derived profile based on the thirty facets of the Five Factor Model (FFM) and then test the validity of that measure by comparing it to relevant constructs. Previously collected expert ratings of the prototypical Machiavellian individual on FFM facets yielded a profile of 13 facets including low agreeableness and high conscientiousness. Items were written to represent each facet, resulting in a 201-item Five Factor Machiavellianism Inventory (FFMI). Across two studies, with a total of 710 participants recruited via MTurk, the FFMI was reduced to its final 52-item form and was shown to relate as expected to measures of Big Five personality traits, current Machiavellianism measures, psychopathy, narcissism, ambition, and impulsivity. The FFMI is a promising alternative Machiavellianism measure.

Linking job performance and big five personality traits of employees in Chandigarh IT sector

2018 ◽  
Vol 6 (26) ◽  
Author(s):  
Neelu Tuteja ◽  
P. K. Sharma
Keyword(s):  
Job Performance ◽  
Personality Traits ◽  
Performance Appraisal ◽  
Big Five ◽  
Factor Model ◽  
Five Factor Model ◽  
Big Five Personality Traits ◽  
Openness To Experience ◽  
Measuring Instruments ◽  
Big Five Personality

Present study investigates employees fromselectedIT companies in Chandigarh to explore the predictive validity of big five personality traits on their job performance and identify the relationship between personality traits and job performance. The Big Five Personality dimensions, commonly known as five factor model consists of extraversion, agreeableness, conscientiousness, openness to experience and neuroticism. The BFI-Personality Inventory – Revised and self structured Performance Appraisal Questionnaire were used as measuring instruments. A Correlation analysis and Causal Study (Multiple Regression Analysis) was conducted on 404 employees of selected IT companies in Chandigarh to analyzepredictive relationship. Openness to Experience, Agreeableness and Extraversion emerged as significant correlates and predictors of job performance and explained 35.2% of the variance in participants’ management performance.Neuroticism was found to be a negative correlate. On the other hand, Conscientiousness trait had insignificant relation to the model. Theoretical and managerial implications are discussed.

The effect of personality traits and tax morale on tax evasion intention

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Godfered Matthew Yaw Owusu ◽  
Mary-Ann Bart-Plange ◽  
Theodora Aba Abekah Koomson ◽  
Miriam Arthur
Keyword(s):  
Personality Traits ◽  
Tax Evasion ◽  
Factor Model ◽  
Five Factor Model ◽  
Openness To Experience ◽  
Partial Least Square ◽  
Survey Method ◽  
Tax Morale ◽  
Content Type ◽  
The Relationship

Purpose This paper aims to explore the relationship among personality traits, tax morale and tax evasion intention of students. Using the five-factor model of personality ratings, this study hypothesizes that agreeableness, openness to experience, conscientiousness, extraversion and neuroticism are good predictors of both tax morale and tax evasion intentions of individuals. Further, this paper argues that tax morale correlates negatively with tax evasion intention. Design/methodology/approach A survey method was adopted and questionnaires were developed to elicit responses for the study. The study hypotheses were tested structurally using the partial least square-structural equation modelling technique. Findings The results of the study demonstrate the existence of a positive and statistically significant relationship between three dimensions of the personality traits (agreeableness, conscientiousness and openness to experience) and tax morale. Consistent with the expectation, the study also finds tax morale to be significant and negatively associated with tax evasion intention. Research limitations/implications This study concludes from the findings that improving the tax morale of individuals could be an important way by which tax authorities can improve voluntary tax compliance and reduce the incidence of tax evasion by individuals. Originality/value The study uses all the dimensions of the five-factor model to examine the tax evasion intention of individuals. It also contributes to the theoretical literature by highlighting the mediating role of tax morale in the relationship between personality traits and tax evasion intention from an African perspective.

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