Machiavellians and Endorsement of Appeal Type: An Examination of Organization Recruitment
Machiavellianism is characterized by a cynical worldview, a relativistic ethical orientation, and a willingness to manipulate others. Because those higher in Machiavellianism are successful at obtaining positions of power, research is needed to better understand the ways these individuals influence others' attention and behavior. This study examined the effect of Machiavellianism and related personalities narcissism and psychopathy on appeal type preference (guilt-based, ego-promoted, or neutral). In this study, Machiavellianism was not associated with appeal type preference. Those higher in psychopathy, however, were more likely to endorse guilt-based persuasiveness. Further, those higher in narcissism reported positive attitudes toward the recruitment statement. More research on appeal types and individual differences is needed to improve our understanding of effective appeals and for whom the appeals are effective.
Mueller, Steven Michael, "Machiavellians and Endorsement of Appeal Type: An Examination of Organization Recruitment" (2017). ETD Collection for University of Texas, El Paso. AAI10688070.