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Beyond the Big Five : The effect of machiavellian, narcissistic, and psychopathic personality traits on stakeholder engagement

Hollebeek, Linda D. LU ; Sprott, David E. ; Urbonavicius, Sigitas ; Sigurdsson, Valdimar ; Clark, Moira K. ; Riisalu, Rein and Smith, Dale L.G. (2022) In Psychology and Marketing 39(6). p.1230-1243
Abstract

Prior research has established the key impact of customers' Big Five personality traits (e.g., agreeableness/conscientiousness) on their brand engagement, suggesting that individuals exhibiting differing personality traits engage differently with brands. In parallel, extending influential customer engagement research, stakeholder engagement, which covers any stakeholder's (e.g., a customer's, supplier's, employee's, or competitor's) engagement in his/her role-related interactions, activities, and relationships, is rapidly gaining momentum. However, despite existing acumen in both areas, little remains known regarding the effect of stakeholders' antisocial or maladaptive dark triad-based personality traits, including machiavellianism,... (More)

Prior research has established the key impact of customers' Big Five personality traits (e.g., agreeableness/conscientiousness) on their brand engagement, suggesting that individuals exhibiting differing personality traits engage differently with brands. In parallel, extending influential customer engagement research, stakeholder engagement, which covers any stakeholder's (e.g., a customer's, supplier's, employee's, or competitor's) engagement in his/her role-related interactions, activities, and relationships, is rapidly gaining momentum. However, despite existing acumen in both areas, little remains known regarding the effect of stakeholders' antisocial or maladaptive dark triad-based personality traits, including machiavellianism, narcissism, and psychopathy, on the focal antisocial stakeholder's, and his/her interactee', role-related engagement, as therefore explored in this paper. To address these issues, we develop a conceptual model and an associated set of propositions that outline the nature of a stakeholder's machiavellian, narcissistic, and psychopathic role-related engagement and its effect on his/her interactee's engagement. We conclude by outlining pertinent theoretical and managerial implications that arise from our analyses.

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author
; ; ; ; ; and
publishing date
type
Contribution to journal
publication status
published
subject
keywords
Customer engagement, Dark triad of personality traits, Machiavellianism, Narcissism, Psychopathy, Stakeholder engagement
in
Psychology and Marketing
volume
39
issue
6
pages
14 pages
publisher
Wiley-Liss Inc.
external identifiers
  • scopus:85124717549
ISSN
0742-6046
DOI
10.1002/mar.21647
language
English
LU publication?
no
additional info
Publisher Copyright: © 2022 Wiley Periodicals LLC.
id
fcbffe6c-74ce-475c-90e0-4b79900be55f
date added to LUP
2023-02-22 13:42:12
date last changed
2025-04-04 13:58:27
@article{fcbffe6c-74ce-475c-90e0-4b79900be55f,
  abstract     = {{<p>Prior research has established the key impact of customers' Big Five personality traits (e.g., agreeableness/conscientiousness) on their brand engagement, suggesting that individuals exhibiting differing personality traits engage differently with brands. In parallel, extending influential customer engagement research, stakeholder engagement, which covers any stakeholder's (e.g., a customer's, supplier's, employee's, or competitor's) engagement in his/her role-related interactions, activities, and relationships, is rapidly gaining momentum. However, despite existing acumen in both areas, little remains known regarding the effect of stakeholders' antisocial or maladaptive dark triad-based personality traits, including machiavellianism, narcissism, and psychopathy, on the focal antisocial stakeholder's, and his/her interactee', role-related engagement, as therefore explored in this paper. To address these issues, we develop a conceptual model and an associated set of propositions that outline the nature of a stakeholder's machiavellian, narcissistic, and psychopathic role-related engagement and its effect on his/her interactee's engagement. We conclude by outlining pertinent theoretical and managerial implications that arise from our analyses.</p>}},
  author       = {{Hollebeek, Linda D. and Sprott, David E. and Urbonavicius, Sigitas and Sigurdsson, Valdimar and Clark, Moira K. and Riisalu, Rein and Smith, Dale L.G.}},
  issn         = {{0742-6046}},
  keywords     = {{Customer engagement; Dark triad of personality traits; Machiavellianism; Narcissism; Psychopathy; Stakeholder engagement}},
  language     = {{eng}},
  number       = {{6}},
  pages        = {{1230--1243}},
  publisher    = {{Wiley-Liss Inc.}},
  series       = {{Psychology and Marketing}},
  title        = {{Beyond the Big Five : The effect of machiavellian, narcissistic, and psychopathic personality traits on stakeholder engagement}},
  url          = {{http://dx.doi.org/10.1002/mar.21647}},
  doi          = {{10.1002/mar.21647}},
  volume       = {{39}},
  year         = {{2022}},
}