Personality Trait Theory Research Articles

Customer personality and relationship satisfaction

Purpose – The purpose of this paper is to examine the influence of customer personality and customer relationship proneness (CRP) on customer’s relationship satisfaction (CS) with the firm in emerging economies context. In the study, the authors state that the relationship proneness of the customer (CRP) would be influenced by personality trait of the customer. To examine the argument on personality trait, the authors have adopted Big Five personality trait theory in this study. The authors also argue that CRP would influence CS. Furthermore the authors put forth that customer’s perception of marketer’s relationship orientation (RMO) would mediate the relationship between CRP and CS. Design/methodology/approach – Data for the study were collected through structured questionnaire. A sample of 428 respondents was obtained through questionnaire survey (response rate 41.19 percent) and the hypotheses depicting the aforementioned relationships were empirically tested in the context of banking services in India. Structural equation modeling (SEM) technique was used for data analysis. Findings – The results confirm that personality traits influences CRP. Further, customer’s perception of RMO is found to have a mediating effect. Research limitations/implications – The study utilizes cross-sectional data, so the results of the study might vary depending upon the context (country/sector). Practical implications – The outcomes of the study can be utilized by the marketers, particularly in the emerging economies like India for formulating targeted strategies in accordance with the personality type of the customers. Originality/value – The relationship between CRP, personality traits and CS of the customer using Big Five personality theory has been empirically analysed in the context of an emerging economy.

O USO DE TRAÇOS DE PERSONALIDADE PARA A DIFERENCIAÇÃO DE CONSUMIDORES EM NÍVEIS DE LEALDADE DISTINTOS

Este estudo procura compreender quais são os traços de personalidade que podem distinguir indivíduos leais de indivíduos não leais, identificando padrões de traços de personalidade. A pesquisa utilizou-se da Teoria dos Traços de Personalidade para distinguir e categorizar indivíduos em grupos de acordo com os níveis de lealdade expressos. O foco do estudo foi o serviço bancário de conta corrente, tendo estudantes de Administração como população. Por meio de uma análise de cluster, identificaram-se três agrupamentos de acordo com os níveis de lealdade. Na análise discriminante, foi possível comprovar a distinção provocada pelas variáveis de personalidade. Foram identificadas características de personalidade distintas entre indivíduos com diferentes níveis de lealdade, o que pode auxiliar em processos de segmentação, definição de estratégias de Marketing e no direcionamento de esforços de comunicação.

Heritability of personality: A meta-analysis of behavior genetic studies.

The aim of this meta-analysis was to systematize available findings in the field of personality heritability and test for possible moderator effects of study design, type of personality model, and gender on heritability estimates. Study eligibility criteria were: personality model, behavior genetic study design, self-reported data, essential statistical indicators, and independent samples. A total of 134 primary studies with 190 potentially independent effect sizes were identified. After exclusion of studies that did not meet inclusion criteria and/or met 1 of the exclusion criteria, the final sample included 62 independent effect sizes, representing more than 100,000 participants of both genders and all ages. Data analyses were performed using the random-effects model, software program R package metafor. The average effect size was .40, indicating that 40% of individual differences in personality were due to genetic, while 60% are due to environmental influences. After correction for possible publication bias the conclusion was unaltered. Additional analyses showed that personality model and gender were not significant moderators of personality heritability estimate, while study design was a significant moderator with twin studies showing higher estimates, .47, compared to family and adoption studies, .22. Personality model also was not a significant moderator of heritability estimates for neuroticism or extraversion, 2 personality traits contained in most personality trait theories and/or models. This study is the first to empirically test and confirm moderator effect of study design on heritability estimates in the field of personality. Limitations of the study, as well as suggestion for future studies, are discussed. (PsycINFO Database Record

Application of Personality Theories for the Design and Development of Cross-cultural Decision-making Tools

The marketing domain requires the application of techniques from an array of disciplines (e.g., psychology, sociology, statistics) to understand information's impact on target market segment behavior in diverse socio-cultural conditions. Fundamentally, marketing operations require personnel to be social scientists, regional experts, and persuasive brand advocates and may operate in unfamiliar cultural environments with limited resources and rapid production times. These factors all contribute to the difficulties marketeers face with efficiently and effectively transposing themselves into a target market segment's mental state to understand their motivations and behavioral rationales—two characteristics which must be thoroughly explored to elicit long-term behavior change. To support increased cross-cultural competence among marketeers, we identified effective applications of personality psychology in the marketing domain and reviewed these methods to design a persuasive appeal support tool (PAST) based on analysis of the Five Factor Model (FFM) and other personality trait theories. PAST enables analysis of target market segments (TMSs) with regard to cultural impacts on their decision making based on social science theories of personality across cultures. We focused on informing audience-specific messaging using the FFM's generalizability across varying cultures, including rural, non-Western societies where the components of the Big Five traits are still applicable in slightly different mappings. Identifying these mappings enables users to relate a culture's FFM traits to their own, increasing marketeer empathy for, and understanding of, potential decision similarities and differences across a variety of cultural environments. This paper describes our approach leveraging social science theories of personality and differences in decision making across cultures to design and develop a tool to increase personnel's cross-cultural competence when developing messages that inform and influence target market segment decision making.

Relations between Eastern four pillars theory and Western measures of personality traits.

PurposeThe present study investigated the validity of personality classification using four pillars theory, a tradition in China and northeastern Asia.Materials and MethodsFour pillars analyses were performed for 148 adults on the basis of their birth year, month, day, and hour. Participants completed two personality tests, the Korean version of Temperament and Character Inventory-Revised-Short Version (TCI) and the Korean Inventory of Interpersonal Problems; scores were correlated with four pillars classification elements. Mean difference tests (e.g., t-test, ANOVA) were compared with groups classified by four pillars index.ResultsThere were no significant correlations between personality scale scores and total yin/yang number (i.e., the 8 heavenly or earthly stems), and no significant between-groups results for classifications by yin/yang day stem and the five elements. There were significant but weak (r=0.18-0.29) correlations between the five elements and personality scale scores. For the six gods and personality scales, there were significant but weak (r=0.18-0.25) correlations. Features predicted by four pillars theory were most consistent when participants were grouped according to the yin/yang of the day stem and dominance of yin/yang numbers in the eight heavenly or earthly stems.ConclusionAlthough the major criteria of four pillars theory were not independently correlated with personality scale scores, correlations emerged when participants were grouped according to the composite yin/yang variable. Our results suggest the utility of four pillars theory (beyond fortune telling or astrology) for classifying personality traits and making behavioral predictions.

Effective Leadership Styles

On Leadership there are various theories developed. One amongst them is a personality trait theory which is built on inherent internal characteristics. There is no one answer on “Do inborn preferences influence leadership style?” There are tools like Myers Briggs Type Indicator (MBTI) to measure the leadership traits. The personality types influences the leadership styles which leads to appropriate, under or over leading and the readiness of the followers to receive the direction. An effective leadership style can be developed on the basis of understanding of the situations. This paper develops a conceptual model about the relationship and an empirical study. Data was collected from managers trained in Situational Leadership which consisted of an independent training on Meyers and Brigs type indicator to understand their preferences and a 360 degree feedback on their leadership styles .The results confirmed the modern theory that leadership is not only inborn but can be developed if one focuses on the inborn preferences.

Animal personal and trait theory

Humans are perhaps the only animal species capable of abstract thinking, creating theories, and understanding themselves. This capability comes with a sort of arrogance – a belief that traits common to humans are completely unique and not like those found in other animals. In this paper, we analyze animal personality research: the concept of animal personality, research methods, and the potential value of animal personality research in developing trait theory. The ability to declare that there, indeed, is such a phenomenon as animal personality depends on what we define as personality. If we say that the core aspects of personality are the subconscious or Self, then we are unable to discuss animal personality. However, if we assume that personality can be described as stable behavior patterns, then, when discussing stable behavior patterns of animals, the use of the term “personality” seems justified. There is an abundance of terms and descriptions not only in human but also in animal personality research: the terms like animal temperament, behavior types or syndromes are all used just to avoid the term “personality”. All methods of animal personality research can be classified into two large categories: rating-based and behavior-coding based methods. Both categories of methods are widely used (especially behavior coding), yet there still is a lot of debate regarding their superiority, since both methods have pros and cons. Rating-based methods produce more stable results, have better inter-rater reliability; however, they are much more susceptible to anthropomorphism. Behavior-coding-based methods, albeit more objective, also have their problems: they are less stable, can encompass only a limited scope of observed behavior, and, amongst other things, they also have ecological validity and sample formation issues. It is reasonable to say that both methods should be used, and studies that apply both of these methods to the same sample are especially valuable.Despite methodological problems, animal personality research can be beneficial in several aspects. Animal personality research can provide us with a better understanding of animal behavior patterns and the evolution of human personality, it can also expand research possibilities (e.g., it is possible to perform breeding studies). However, most research requires some sort of a theoretical background to provide guidelines for researchers regarding key points and methods of the study. Personality trait theory (namely the Big Five) seems to be a feasible theoretical basis for animal personality studies; however the research in the field is still in its infancy. The reviewed studies allow us to conclude that animal personality research, be it a relatively unpopular and somewhat controversial field, is still not only very important for the development of personality theories, but also has a practical value. After a significant improvement in research methods and trait theory, we can expect a better understanding of the evolution of human personality; these improvements would also mean a more precise animal selection process, improvements in animal well-being, and similar theoretical and practical benefits.

Entrepreneurial drive beyond the need for achievement: a point of difference in South Asian entrepreneurial drive, inspiration and motivation

Entrepreneurial drive or aspiration is known as entrepreneurial motivation (EM) which is fundamental to entrepreneurial activities and a central theme of the literature since the inception and evolution of entrepreneurship. The entrepreneurship models that are in existence in South Asia are often based on the western ideological assumptions of the need for achievement (N-Ach) and personality trait theory. Research on how socio-cultural factors influence EM in the South Asian context, where entrepreneurs are fashioned with unique social means of existence, is indispensable. The exploratory nature of this socio-culture-based study embraces the fundamental philosophy of subjectivism. A qualitative research methodology and inductive holistic case study approach including grounded theory analysis, allowed context sensitive realities of EM in Sri Lanka to emerge. Findings of this study suggest that EM in Sri Lanka is rooted not only in a need for individual achievement, but also in the conscious or unconscious need to satisfy a sense of social intimacy. Finally, this study recommends that if people matter in entrepreneurship, then the cultural context of people must have an impact on EM in the South Asian societies.

Personality trait theory and multitasking performance: implications for ergonomic design

Although system designers usually minimise the role of individual differences in operation, personality variables could explain differences in multitasking performance. A concomitant theoretical issue is whether primary or surface personality traits do a better job of predicting performance than the Five-Factor Model (FFM) or global traits. A sample of 174 undergraduates completed the Sixteen Personality Factor Questionnaire (16PF), which was followed by a performance task. A computer-based task that measured simultaneous performance on an arithmetic task and a mental rotation task was used to measure multitasking performance; scores measured the percent accuracy. Primary traits for low emotional sensitivity and high abstractedness, self-control, and general reasoning were all correlated with performance (R 2 = .11), but global or traits corresponding to the FFM were not, except in one sporadic task trial. There was also a strong gender effect on performance. Implications for the study of personality traits in ergonomics are discussed.

CSI: Economics

In this paper I discuss the foundations of ‘investigative economics’. This discipline explores the role of economic theory in the drawing of inferences about an unknown offender from evidence left at a crime scene or from aspects of the nature of the crime, such as the attack method chosen for a terrorist attack. These inferences may include inferences about the offender’s sense of self or sense of identity, the offender’s location and the possible locations of future criminal or terrorist activity, the amount of time the offender spends engaged in illegitimate activities and likely changes in the intensity of his illegitimate activities over time. Investigative economics, like investigative psychology, complements law enforcement experience and intuition. Because economic theory is not based upon a theory of personality traits and because it defines more clearly certain aspects of the environment, especially ‘risk’, it may facilitate the drawing of inferences about offenders that are not subject to certain weaknesses that presently characterise investigative psychology and the behavioural investigative advice it helps to generate.

Does Network Theory Contradict Trait Theory?

I argue that the trait and network theories of personality are not necessarily contradictory. If appropriately formalized, it may turn out that network theory incorporates traits as part of the theory. I object the opinion that if a trait is a cause of behaviour, then it is necessarily an entity operating in the minds of individuals. Finally, I argue that liking parties can be a label for a random variable (item), a stochastic process (a family of items at different time points) and a latent variable (trait). In our colloquial language, we do not make these distinctions, which leads often to confusions. Copyright © 2012 John Wiley & Sons, Ltd.

Positive mental health: a research agenda

Vaillant provides a thoughtful review of seven models for conceptualizing positive mental health. He proposes that the best way to understand mental health is to conduct longitudinal studies of multiple populations, in culturally diverse settings, using instruments that assess multiple conceptualizations. Looking to future, I agree with Vaillant that there is a need for theoretical and empirical work to establish the most useful conceptualization of positive mental health. On the theoretical side, there is a need to clarify and integrate the current overlapping but distinct con- structs into a broader overarching framework. On the empirical side, there is a need to develop and refine instruments for measuring positive mental health constructs at multiple levels, including self-report, behavioral ratings, psychophysiological responding, and neurobiological functioning. There is also a need to link research on positive mental health to the psychology of normal and abnormal functioning across the lifespan. In particular, it would be valuable to determine the links between positive mental health and intelligence, temperament, personality traits, self-regulation and attachment, through genetic, neurobiological, psychometric and developmental research. Positive mental health must be distinguished from intelligence as psychometrically defined, and from other forms of intelligence in models such as Gardner’s multiple intelligences 1. Clearly a high IQ and positive mental health are not synonymous. Nevertheless, mental health and intelligence (as defined by IQ tests) both involve effective problem-solving and adaptation to the environment. An important research question concerns the nature and extent of the overlap between psychometrically assessed intelligence and positive mental health across the lifespan. Vaillant points out that positive mental health has been equated with social and emotional intelligence. There is also an argument that existential or spiritual intelligence, or indeed an advanced stage of moral development 2, may be central to positive mental health, given the well-established correlation between religious practices and well-being 3. It remains unclear what the relationships are between positive mental health and other forms of intelligence, such as musical, kinesthetic and naturalistic. Similar arguments may be made for the constructs of giftedness and creativity. It is plausible that certain individuals may be exceptionally gifted or creative in the way they address issues relevant to their own positive mental health. Implicit in temperament and personality trait theories is a conception of positive mental health as involving a particular type of profile. For example, infants with easy temperaments may be viewed as having better mental health than those with difficult or behaviorally inhibited temperaments. With trait theories, such as the five factor theory of personality, individuals with high levels of emotional stability, extraversion, agreeableness, conscientiousness and openness to experience may be viewed as having better mental health than those with other profiles. Vaillant alludes to this type of approach in his section on mental health as the presence of multiple human strengths. However, I wish to underline the importance of linking research on positive mental health to extensive existing knowledge about temperament and personality traits 4. A vast literature on self-regulation throws light on factors relevant to the capacity to persist in motivated action while tolerating distress 5. This capacity may be an aspect of positive mental health, and is probably related to adaptive defense mechanisms discussed in Vaillant’s section on resilience. Research on self-regulation and positive mental health should be an important future priority. Studies of attachment have shown that secure and insecure attachment styles may be identified across the life- span, with secure attachment styles being associated with better psychological adjustment 6. Individuals with secure attachment styles, as a result of sensitive parenting in early life, develop internal working models of self and others that entail an expectation that others will reliably be available to meet attachment needs. This trusting disposition is arguably a key component of positive mental health, and an area requiring further investigation. An integration of current models of positive mental health addressed in Vaillant’s paper into an overarching framework, and research linking such an integrative model to intelligence, temperament, personality traits, self-regulation and attachment will ground our understanding of positive mental health within current knowledge about normal lifespan development, and provide a scientific basis for developing intervention programs to promote positive mental health.

Intrinsic and Extrinsic Motivation in Personality: Assessing Knowledge Profiling and the Work Preference Inventory in a Thai Population

Personality trait theories are often used to identify particular personality or behavioural characteristics of potential employees by human resource management departments. However this can be enhanced by understanding how motivation plays a role in personality, and particularly within the context of knowledge-based personality processes. The paper draws on knowledge management theory called Knowledge Profiling (KP) in which a theoretical construct has been developed representing personality through a set of three traits and their polar values. This model has previously been linked to the trait theory of personality called Myers-Briggs Type Indicator (MBTI). This research adopts KP, develops its linkage with MBTI, and elaborates on its connection with motivation. The resulting model, referred to as Knowledge Profiling Motivational (KPM) model is developed by connecting it with the Work Preference Inventory (WPI), which assesses individual differences in Intrinsic and Extrinsic motivational orientations. Analysis indicates that KPM is an improvement on the KP model in representing personality. Moreover, the research suggests that personality traits are not limited to bipolar relationship, but there are relationships between traits as well.

Associations between dimensional personality measures and preclinical atherosclerosis: The cardiovascular risk in Young Finns study

ObjectiveTo assess how multidimensional personality–trait theories, such as the Psychobiological Model of Temperament and Character, and the Five-factor Model of Personality, are associated with subclinical atherosclerosis as indicated by carotid intima-media thickness (IMT). The analysis was designed to tolerate non-linear development in which the same personality profiles can have multiple final outcomes and different antecedent profiles can have the same final outcome. Methods605 men and 844 women (average age 31.6year, s.d.=5.0, range=24–39) provided data on IMT and traits of the psychobiological model, 725 men and 1011 women were assessed for IMT and the five-factor model (age 37.7year, s.d.=5.0, range=30–45). Robust multidimensional Hotelling’s T2 statistic was used to detect personality differences between participants with high IMT and others. Model-based clustering method further explored the effect. ResultsThose with a high level of subclinical atherosclerosis within the sample (highest IMT-decile) had a combined higher persistence (i.e., were perseverative or perfectionistic), more disorganized (schizotypal) character, and more antisocial temperamental configuration than others (P=0.019). No effect was found for the five-factor model (P=0.978). Traditional methods that did not account for multidimensionality and nonlinearity did not detect an association. ConclusionPsychological well-being may have positive effects on health that reduce atherosclerosis in the population as a whole. Increased subclinical atherosclerosis was associated with a profile that combines known risk factors, such as cynical distrust and hostile tendencies. More frequent use of statistical procedures that can cope with non-linear interactions in complex psychobiological systems may facilitate scientific advances in health promotion.

Personality disorder in adolescence

SummaryThere is considerable debate about the diagnosis of personality disorder in adolescence. It is argued that, because personality is still developing in the teenage years, it is impossible to state with certainty that a young person's personality is disordered. Alternatively, some researchers and clinicians argue that it is possible to diagnose emerging personality disorder on the basis of trait theories of personality. We review the evidence for both sides of the debate.

THE BIG FIVE PERSONALITY FACTORS AND APPLICATION FIELDS / PENKI DIDIEJI ASMENYBĖS FAKTORIAI IR JŲ TAIKYMO KRYPTYS

The Big five factors are used in many research fields. The literature survey showed that the personality trait theory was used to study and explain relations with different variables. The article focuses on a brief description of methods that can help with identifying the Big five factors and considers the model for applying them in personnel selection. The paper looks at scientific researches assessing relations between the Big five factors and different variables such as job performance, academic performance, student knowledge management and evaluation.

Personality Trait Structure of Shanxi Business-tycoons in the Chinese Ming and Qing Dynasties

Taking lexical hypothesis of personality trait theory as methodology, this paper attempts to give a quantitativeanalysis on the personality structure of Shanxi business-tycoons in the Chinese Ming and Qing dynasties (PSSM)from psychology views. Exploratory factor analysis (EFA) of data from a sample of 152 effective questionnairesshows that their personalities consisted of four factors, including “honest and righteous”, “wise and confident”,“calm and persevering” and “determined and promising”. Confirmatory Factor Analysis (CFA) of data fromanother sample of 305 effective questionnaires further confirmed PSSM factorial validity, and fitting indexeswere all reasonable. The above results have indicated the cultural inheritance of personality trait as well as theuniqueness and continuity of regional personality trait.

Cocaine addiction and personality: A mathematical model

The existence of a close relation between personality and drug consumption is recognized, but the corresponding causal connection is not well known. Neither is it well known whether personality exercises an influence predominantly at the beginning and development of addiction, nor whether drug consumption produces changes in personality. This paper presents a dynamic mathematical model of personality and addiction based on the unique personality trait theory (UPTT) and the general modelling methodology. This model attempts to integrate personality, the acute effect of drugs, and addiction. The UPTT states the existence of a unique trait of personality called extraversion, understood as a dimension that ranges from impulsive behaviour and sensation-seeking (extravert pole) to fearful and anxious behaviour (introvert pole). As a consequence of drug consumption, the model provides the main patterns of extraversion dynamics through a system of five coupled differential equations. It combines genetic extraversion, as a steady state, and dynamic extraversion in a unique variable measured on the hedonic scale. The dynamics of this variable describes the effects of stimulant drugs on a short-term time scale (typical of the acute effect); while its mean time value describes the effects of stimulant drugs on a long-term time scale (typical of the addiction effect). This understanding may help to develop programmes of prevention and intervention in drug misuse.

The interaction effect of relational norms and agent cooperativeness on opportunism in buyer–supplier relationships

In this study, we examined the effect of relational norms and agent cooperativeness on opportunism in buyer–supplier relationships. Drawing from the theoretical grounding of transaction cost economics, personality trait theory, and contingency theory, we proposed three distinct perspectives on opportunism mitigation in buyer–supplier relationships: (1) organizationalist, (2) individualist, and (3) interactionist, where relational norms, agent cooperativeness, and the interaction between them, respectively, serve as the key predictors in these three perspectives. The results of replicated experiments indicated that relational norms and agent cooperativeness interact with each other in mitigating opportunism and that the interactionist perspective yielded the highest explained variance in opportunism. This suggests that the interactionist perspective, a multi-level theoretical lens encompassing the dynamic interplay between organization-level and individual-level factors, was a more complete model in explaining opportunism than either the organizationalist or individualist perspectives. The consensus which emerged from post-experimental interviews of purchasing professionals is that agent personalities play an important role in buyer–supplier relationships. Some purchasing professionals had observed that uncooperative agents or personnel turnover in the boundary-spanning functions can substantially undermine even established relational exchanges. These qualitative findings are in line with our theoretical arguments and experimental outcomes.

A dynamic extraversion model. The brain's response to a single dose of a stimulant drug

The aim of this paper is to present a mathematical dynamic modelling of the effect a stimulant drug has on different people which, at the same time, can be a useful tool for future brain studies. To this end, a dynamic model of the evolution of extraversion (considering its tonic and phasic aspects) has been constructed taking into account the unique personality trait theory and the general modelling methodology. This model consists of a delayed differential equation which, on one hand, considers that the active stimulus, a consequence of a single intake, is not constant; on the other hand, it contemplates that the state variable representing the phasic extraversion also represents the brain activation. The derivative of this state variable is calculated as the sum of the homeostatic control flow, the excitatory effect flow and the inhibitor effect flow. The solutions of this equation relate the tonic activation of an individual (that characterizes his or her personality) with his or her phasic activation level, whose evolution over time describes the organism's response to a single drug intake. These solutions quantitatively reproduce the predictions of current personality theories and anticipate vulnerability to drug misuse and addiction development.