Skip to main content

Home/ Centre for Teaching Excellence/ Group items tagged listening

Rss Feed Group items tagged

Mark Morton

The role of listening in interpersonal influence - 0 views

  •  
    Using informant reports on working professionals, we explored the role of listening in interpersonal influence and how listening may account for at least some of the relationship between personality and influence. The results extended prior work which has suggested that listening is positively related to influence for informational and relational reasons. As predicted, we found that: (1) listening had a positive effect on influence beyond the impact of verbal expression, (2) listening interacted with verbal expression to predict influence (such that the relationship between listening and influence was stronger among those more expressive), and (3) listening partly mediated the positive relationships between each of the Big Five dimensions of agreeableness and openness and influence.
1 - 4 of 4
Showing 20 items per page