Show Summary Details

Page of

PRINTED FROM OXFORD HANDBOOKS ONLINE (www.oxfordhandbooks.com). © Oxford University Press, 2018. All Rights Reserved. Under the terms of the licence agreement, an individual user may print out a PDF of a single chapter of a title in Oxford Handbooks Online for personal use (for details see Privacy Policy and Legal Notice).

date: 12 December 2019

Abstract and Keywords

The study of social influence has been dominated by experimental methods that are not well suited to examine relationships between personality and social influence. Nevertheless, the existing research provided a basis for some tentative conclusions. In terms of susceptibility to influence, it appears that people who depend more on others for guidance are more susceptible to influence than those who depend less on others. Two specific manifestations of this general tendency are authoritarianism and what is called the dependent personality. In terms of sources of influence, relationships between Machiavellianism and influence tactics have received the most attention. It appears that greater Machiavellianism is associated with the use of more and more effective social influence tactics. Understanding relationships between personality and social influence will require research that combines the models and methods of social and personality psychologists.

Keywords: social influence tactics, dependent personality, desire for control, compliance proneness, Machiavellianism

Access to the complete content on Oxford Handbooks Online requires a subscription or purchase. Public users are able to search the site and view the abstracts and keywords for each book and chapter without a subscription.

Please subscribe or login to access full text content.

If you have purchased a print title that contains an access token, please see the token for information about how to register your code.

For questions on access or troubleshooting, please check our FAQs, and if you can''t find the answer there, please contact us.