Beyond the Big Five : The effect of machiavellian, narcissistic, and psychopathic personality traits on stakeholder engagement
(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
- Hollebeek, Linda D. LU ; Sprott, David E. ; Urbonavicius, Sigitas ; Sigurdsson, Valdimar ; Clark, Moira K. ; Riisalu, Rein and Smith, Dale L.G.
- publishing date
- 2022
- 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}},
}