Please use this identifier to cite or link to this item: https://hdl.handle.net/1959.11/26526
Title: Personality profiles and persuasion: An exploratory study investigating the role of the Big-5, Type D personality and the Dark Triad on susceptibility to persuasion
Contributor(s): Wall, Helen J (author); Campbell, Claire C (author); Kaye, Linda K (author); Levy, Andy (author); Bhullar, Navjot  (author)orcid 
Publication Date: 2019-03-01
Early Online Version: 2018-11-12
DOI: 10.1016/j.paid.2018.11.003
Handle Link: https://hdl.handle.net/1959.11/26526
Abstract: The present study investigated the relationship between personality profiles and susceptibility to persuasion. Participants (N = 316) were recruited for an online questionnaire and asked to complete self-reported measures of their personality – Big-5, Dark Triad and Type D. Individual differences in susceptibility to persuasion were also explored using Cialdini's model of persuasion. Latent profile analysis identified three distinct profiles which were labelled Socially Apt, Fearful and Malevolent. These profiles were correlated with scores on the persuasion sub-scales – authority, commitment, liking, scarcity, reciprocity, consensus – and a number of interesting associations were identified. The malevolent profile self-reported as more susceptible to a higher use of scarcity relative to the other principles of persuasion, and was least susceptible to reciprocity and authority. The socially apt profile appear to be more inclined to be persuaded to do something if it is consistent with their beliefs or a prior act whereas individuals in the Fearful profile were more likely to report obeying those in authority and going along with a crowd. Implications for persuasion are discussed along with research on personality types.
Publication Type: Journal Article
Source of Publication: Personality and Individual Differences, v.139, p. 69-76
Publisher: Elsevier Ltd
Place of Publication: United Kingdom
ISSN: 1873-3549
0191-8869
Fields of Research (FoR) 2008: 170109 Personality, Abilities and Assessment
170110 Psychological Methodology, Design and Analysis
Fields of Research (FoR) 2020: 520503 Personality and individual differences
520105 Psychological methodology, design and analysis
Socio-Economic Objective (SEO) 2008: 970117 Expanding Knowledge in Psychology and Cognitive Sciences
Socio-Economic Objective (SEO) 2020: 280121 Expanding knowledge in psychology
Peer Reviewed: Yes
HERDC Category Description: C1 Refereed Article in a Scholarly Journal
Appears in Collections:Journal Article
School of Psychology

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