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Article
Publication date: 26 February 2021

Nishant Uppal

The current paper proposes a curvilinear relationship between the dark triad traits (Machiavellianism, psychopathy and narcissism) and job performance. In addition, it examines…

Abstract

Purpose

The current paper proposes a curvilinear relationship between the dark triad traits (Machiavellianism, psychopathy and narcissism) and job performance. In addition, it examines the moderation effect of traitedness on the dark triad–job performance relationship.

Design/methodology/approach

Drawing on data from 382 participants in a financial services firm in India, the authors conducted a two-phase study to examine the curvilinear and moderation effects.

Findings

Results confirmed that the relationship between dark triad traits and job performance is positive at the lower end of dark triad traits but flattens out as the dark triad traits intensify.

Originality/value

The authors discuss theoretical and practical implications and offer suggestions for future research.

Details

Personnel Review, vol. 51 no. 2
Type: Research Article
ISSN: 0048-3486

Keywords

Article
Publication date: 11 August 2022

Matt C. Howard, Wade Forde, Jacob Whitmore and Elise V.Z. Lambert

Narcissism is characterized by grandiosity, and it is included in the Dark Triad with Machiavellianism and psychopathy. Narcissism relates to many detrimental outcomes, but a…

Abstract

Purpose

Narcissism is characterized by grandiosity, and it is included in the Dark Triad with Machiavellianism and psychopathy. Narcissism relates to many detrimental outcomes, but a growing stream of research has investigated beneficial outcomes of the Dark Triad. The authors continue this stream of research by assessing the relation of narcissism with social courage behaviors, which are prosocial actions with personal social risks. The authors propose that this relation is mediated by self-deceptive enhancement and subjective invulnerability and also test these relations while including the other Dark Triad dimensions.

Design/methodology/approach

The authors perform two survey studies to investigate our research questions. The first utilizes a cross-sectional approach, whereas the second utilizes a time-separated approach.

Findings

The results of this study show that narcissism has an indirect effect on social courage via both mediators, and it also produced a significant direct effect. Machiavellianism and psychopathy did not produce any reliable effects on social courage – whether direct or indirect.

Practical implications

The authors support that a “dark” trait relates to a “bright” outcome, but also that a bright outcome relates to a dark trait. These findings link the narcissism and social courage to novel theoretical frameworks, such as those associated with ethical decision making and self-regulation, which opens many directions for future research on both constructs.

Originality/value

The current article addresses two recent calls for novel research: the study of courage as well as positive outcomes of negative traits. It also adds much-needed nuance to current research on narcissism and courage.

Details

Journal of Organizational Effectiveness: People and Performance, vol. 9 no. 4
Type: Research Article
ISSN: 2051-6614

Keywords

Article
Publication date: 19 April 2023

Tyler Hancock, Stacie F. Waites, Catherine M. Johnson and Jennifer L. Stevens

This study aims to identify the impact that Machiavellianism, narcissism and psychopathy tendencies have on avoidance and revenge-seeking after a service failure. The research…

Abstract

Purpose

This study aims to identify the impact that Machiavellianism, narcissism and psychopathy tendencies have on avoidance and revenge-seeking after a service failure. The research examines the role that negative affect and desire for revenge play in aggressive behaviors by consumers.

Design/methodology/approach

The study uses a survey research methodology. The measurement model is validated using CFA, and hypotheses are tested using structural equation modeling. The mediated and serially mediated relationships are calculated using the bootstrap method by creating estimands to test the effects.

Findings

Machiavellianism is less likely to drive avoidance and negative affect, reducing desire for revenge, negative word of mouth and vindictive complaining. Those with narcissism tendencies are likely to develop a negative affect and a corresponding desire for revenge after the failure only if negative affect is developed. Consumers who exhibit psychopathy tendencies are likely to seek out revenge directly.

Practical implications

Each Dark Triad tendency influences consumer avoidance and revenge-seeking in different ways when a consumer’s goals are impeded. Companies can focus on service recoveries differently based on the types of tendencies of consumers engaging in avoidance and revenge-seeking.

Originality/value

The individual paths from Machiavellianism, narcissism and psychopathy tendencies to avoidance and revenge-seeking are developed and analyzed. Further distinctions between each Dark Triad tendency aids service providers in addressing and preparing for these consumer behaviors.

Details

Journal of Consumer Marketing, vol. 40 no. 6
Type: Research Article
ISSN: 0736-3761

Keywords

Article
Publication date: 27 January 2022

James Robert Blair, Prachi Gala and Matthew Lunde

This study aims to investigate the consumer behavior of the Dark Triad (DT) personality traits. It investigates the sequential mediating role of consumer self-confidence and…

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Abstract

Purpose

This study aims to investigate the consumer behavior of the Dark Triad (DT) personality traits. It investigates the sequential mediating role of consumer self-confidence and aggressive interpersonal orientation in the relationship between the DT personality traits (i.e., narcissism, psychopathy and Machiavellianism) and consumer behavior.

Design/methodology/approach

Using identity theory as a theoretical framework, the authors develop and assess a model linking the DT personality traits to consumer behavior, using two products: a watch and restaurant menu items, in different experimental settings.

Findings

Results from the two studies that surveyed consumers show that individuals with the DT personality traits have a positive significance of consumers’ attitudes, intent to recommend to others and purchase intentions, regardless of hedonic or utilitarian products. Further, consumer self-confidence mediates the DT–consumer behavior relationship, and this relationship is sequentially mediated by aggressive interpersonal orientation of the consumer.

Research limitations/implications

Consumer behavior researchers and marketing managers will have a better understanding of who DT consumers are and the variables associated with their consumption attitudes and intentions. This understanding allows marketers to focus on promotions to boost consumer self-confidence and aggressive interpersonal orientation of these DT consumers, which will increase their purchase intentions. Future researchers could replicate the results beyond an experimental design to improve the external validity of the findings, among other future research opportunities.

Originality/value

Our findings highlight the underlying reasons behind dark triad consumption behaviors. This furthers our understanding of dark triad consumers using identity theory as our theoretical framework.

Details

Journal of Consumer Marketing, vol. 39 no. 2
Type: Research Article
ISSN: 0736-3761

Keywords

Article
Publication date: 31 May 2019

Margaret S. Stockdale, Declan O. Gilmer and Tuyen K. Dinh

The purpose of this paper is to examine two forms of power construal – self-focused and other-focused power – on effects of increasing or decreasing sex-based harassment (SBH…

Abstract

Purpose

The purpose of this paper is to examine two forms of power construal – self-focused and other-focused power – on effects of increasing or decreasing sex-based harassment (SBH) tendencies through feeling states triggered by imagining these different types of power. In addition, dispositional traits associated with either self- and other-focused power were tested as moderators of these paths.

Design/methodology/approach

An online experiment was conducted with 549 US adults (58 percent men) who were randomly assigned to imagine themselves with self-focused power, other-focused power or control. Dispositional measures were completed before priming; and feelings of sexiness, powerfulness and communalism were completed after priming. Then, participants completed either modified versions of Pryor’s (1987) Likelihood to Sexually Harass Scale or Williams et al.’s (2017) Workplace Crush Scenario.

Findings

Moderated indirect effects indicated that self-focused power increased participants’ feelings of sexiness and powerfulness, which, in turn, increased either measure of SBH. However, these indirect effects were only significant for individuals low in Dark Triad traits (Machiavellianism, narcissism and psychopathy). Surprisingly, other-focused power priming indirectly increased SBH tendencies through communal feelings.

Research limitations/implications

Moral licensing may explain the unexpected effect of other-focused power on SBH. Organizational leaders should monitor the damaging effects of both forms of power.

Originality/value

This is the first study to examine how both negative and positive power construals affect harassment tendencies and to document potential nefarious effects for both types of power.

Details

Equality, Diversity and Inclusion: An International Journal, vol. 39 no. 1
Type: Research Article
ISSN: 2040-7149

Keywords

Article
Publication date: 21 March 2018

Jessica Rose Carre, Shelby R. Curtis and Daniel Nelson Jones

The purpose of this paper is to understand consumer reactions to security breaches and the best approach for companies to minimize the reputational damage that is done.

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Abstract

Purpose

The purpose of this paper is to understand consumer reactions to security breaches and the best approach for companies to minimize the reputational damage that is done.

Design/methodology/approach

The authors assessed trust in a company following a data breach as well as perceptions of individual and corporate responsibility for data security and also measured individual personality.

Findings

The authors found that individuals held companies more responsible for protecting private data and held companies even more responsible following a data breach. Further, perception of responsibility for a data breach significantly affected individuals’ response to a company’s attempt to rebuild trust. Finally, participant personality impacted perceptions of responsibility and trust in a company after a data breach.

Research limitations/implications

Companies are held more responsible for protecting private data than are individuals. Thus, violation of this expectation insofar as a data breach may result in a psychological contract breach which explains reductions in trust in a company which has experienced a data breach. Further, the effect of company’s responses to a data breach depends on individuals’ perception of responsibility and personality. Thus, the best course of action following a data breach may vary across customers.

Practical implications

Companies should consider differences in customer perceptions when responding to a data breach.

Social implications

Individuals differ in how responsible they feel a company is for data security. Further, those differences impact reactions to data breach responses from companies.

Originality/value

This paper explored personality as it impacts perceptions of corporate responsibility in data security. Further, the authors explore the role of perception of responsibility to determine the role of psychological contract breach in reduced trust after data breach.

Details

Managerial Auditing Journal, vol. 33 no. 4
Type: Research Article
ISSN: 0268-6902

Keywords

Article
Publication date: 16 November 2015

Clive Roland Boddy

This current paper reviews the theoretical speculations concerning psychopaths in the workplace that were originally presented in a paper published in this journal in 2006. The…

3914

Abstract

Purpose

This current paper reviews the theoretical speculations concerning psychopaths in the workplace that were originally presented in a paper published in this journal in 2006. The 2006 paper was called: “The Dark Side of Management Decisions: Organisational Psychopaths”.

Design/methodology/approach

This is a review of the literature on workplace psychopaths since 2006.

Findings

This current paper determines that while many of these prior speculations about workplace psychopaths have since been supported by evidence, several others remain unexplored. This finding suggests that several important avenues for further research remain in this important area. In particular, links between corporate psychopaths, bullying and lowered corporate social responsibility have been established. On the other hand, links between corporate psychopaths, career advancement, fraud, and corporate failure as exemplified in the 2007 global financial crisis, have been under-explored.

Social implications

Corporate psychopaths are worthy of further research because of their impact on society, for example on corporate social responsibility and their willingness to dump toxic waste material illegally.

Originality/value

The paper provides an extensive review of research into corporate psychopaths to date and highlights areas where further investigation would be potentially rewarding.

Details

Management Decision, vol. 53 no. 10
Type: Research Article
ISSN: 0025-1747

Keywords

Article
Publication date: 29 June 2020

Brian J. Taillon, Steven M. Mueller, Christine M. Kowalczyk and Daniel N. Jones

The purpose of this paper is to better understand the role of closeness and the relationships between social media influencers and their followers, and, more specifically, how…

20314

Abstract

Purpose

The purpose of this paper is to better understand the role of closeness and the relationships between social media influencers and their followers, and, more specifically, how social media influencers can effectively manage their human brands.

Design/methodology/approach

Two studies were conducted to explore social media influencers. Qualitative content analysis and modeling with path analysis were used to analyze the data.

Findings

Results found attractiveness and likeability to positively predict attitudes toward the influencer, word-of-mouth and purchase intentions, whereas similarity only predicted word-of-mouth from the follower. Closeness served as a moderator but had different effects. Closeness positively moderated the effect of attractiveness on purchase intentions; however, it had a negative effect with similarity on purchase intentions. Moreover, closeness moderated the effect of likeability on attitude toward the influencer.

Research limitations/implications

This study was limited by the student sample as well as the students’ self-identification of a social media influencer. Future research should include experimental design manipulating well-known/followed or fictional social media influencers on different social media.

Practical implications

This paper explores the characteristics of social media influencers as well as the potential outcomes associated with influencers on social media. The implications for marketers and advertisers include a better understanding of how consumers engage with influencers on social media.

Originality/value

The role of closeness is identified as a moderator of consumers’ behaviors toward social media influencers.

Details

Journal of Product & Brand Management, vol. 29 no. 6
Type: Research Article
ISSN: 1061-0421

Keywords

Article
Publication date: 17 February 2023

Jasmina Ilicic and Stacey M. Brennan

Consumers often use various cues such as health stars and nutrition claims on product packaging to draw inferences regarding healthfulness. However, much less is known regarding…

Abstract

Purpose

Consumers often use various cues such as health stars and nutrition claims on product packaging to draw inferences regarding healthfulness. However, much less is known regarding the role of brand names in consumer decisions around healthfulness. The purpose of this study is to introduce angelic branding as a brand naming strategy that may act as a supernatural agent benevolence (i.e. loving, kind and merciful) prime that leads consumers to perceive that the brand’s products are healthful.

Design/methodology/approach

Study 1 examines the effect of angelic brand names on brand healthfulness perceptions. Study 2 investigates the mediating role of brand virtuousness perceptions on the relationship between angelic branding and brand healthfulness perceptions and the downstream consequences on purchase intention. Study 3 explores the moderating role of authoritarian supernatural agent belief (i.e. angry, vindictive and punishing) on the relationship between angelic branding and brand virtuousness perceptions, and subsequent brand healthfulness perceptions and purchase intention.

Findings

The results of this study demonstrate that angelic branding results in healthfulness perceptions for a healthy product (i.e. vitamins; Study 1a), an unhealthy product (i.e. cookies; Study 1b; eliminating perceptual fluency as a potential alternative explanation for the phenomenon) and across different product categories (i.e. surface spray; Study 1c). The results from Study 2 find that angelic brand names prime brand healthfulness perceptions because of the activation of brand virtuousness perceptions (not brand quality perceptions; eliminating a general halo effect as a potential alternative explanation for the phenomenon). The results of Study 3 show that strong belief in authoritarian supernatural agents attenuates the angelic brand name–brand healthfulness priming effect.

Research limitations/implications

This research is limited, as it only considers angelic brand naming and not any other benevolence cues in brand logos, such as halos and angel wings. This research is also limited in that it only considers healthfulness perceptions drawn from English angelic brand name cues and from participants within the USA and the UK.

Practical implications

This study has important implications for brand managers in the development of new brand names. Angelic brand naming is suggested as a strategy for brand managers to prime perceptions of brand virtuousness and brand healthfulness and to influence consumer behavior. However, brand managers are cautioned against the use of this brand naming strategy if it is intended to mislead or deceive consumers, resulting in detrimental effects on their health.

Originality/value

This research makes a unique and novel contribution to the literature in brand names on consumer decision-making. Angelic branding is introduced as a brand naming strategy that can act as a supernatural agent religious prime to influence perceptions of brand virtuousness, brand healthfulness and consumer behavioral intentions (i.e. purchase intention).

Details

European Journal of Marketing, vol. 57 no. 4
Type: Research Article
ISSN: 0309-0566

Keywords

Open Access
Article
Publication date: 11 October 2018

Dominik Paleczek, Sabine Bergner and Robert Rybnicek

The purpose of this paper is to clarify whether the dark side of personality adds information beyond the bright side when predicting career success.

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Abstract

Purpose

The purpose of this paper is to clarify whether the dark side of personality adds information beyond the bright side when predicting career success.

Design/methodology/approach

In total, 287 participants (150♀, Mage=37.74 and SDage=10.38) completed questionnaires on the Dark Triad (narcissism, Machiavellianism and psychopathy) and the Big Five (emotional stability, extraversion, openness, agreeableness and conscientiousness). They also provided information on their objective (salary and leadership position) and subjective (job satisfaction and satisfaction with income) career success. Regression analyses were used to estimate the Dark Triad’s incremental predictive value.

Findings

The results show that the Dark Triad only provides incremental information beyond the Big Five when predicting salary (ΔR2=0.02*) and leadership position (ΔR2=0.04*). In contrast, the Dark Triad does not explain unique variance when predicting job satisfaction or satisfaction with income.

Research limitations/implications

The exclusive use of self-rated success criteria may increase the risk of same-source biases. Thus, future studies should include ratings derived from multiple perspectives.

Practical implications

Considering the Dark Triad in employee selection and development seems particularly promising in the context of competitive behaviour.

Social implications

The results are discussed in light of the socioanalytic theory. This may help to better understand behaviour in organisational contexts.

Originality/value

This study is the first that simultaneously investigates all three traits of the Dark Triad and the Big Five in combination with objective and subjective career success. In addition, it extends previous findings by answering the question of whether the Dark Triad offers incremental or redundant information to the Big Five when predicting success.

Details

Journal of Managerial Psychology, vol. 33 no. 6
Type: Research Article
ISSN: 0268-3946

Keywords

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