Social influence and personality

John B. Nezlek , Carrie Smith

Abstract

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