Personality Characteristics Related to Susceptibility to Influence by Peers or Authority Figures

The susceptible circle: A taxonomy of followers associated with destructive leadership

“…For example, Monroe (2008) found in a sample of bystanders from the Holocaust that they held poor self-images of "people who had no ability to help" (p. 715). Those with low selfesteem are also less likely to report wrongdoing due to perceived retaliation (MacNab & Worthley, 2008;Miceli & Near, 1992), are more persuasible, compliant, and conforming (Berkowitz & Lundy, 1957;Graf, 1971;Gudjonsson et al, 2002;Lesser & Abelson, 1959), and are more disposed to workplace victimization (Bowling & Beehr, 2006;Einarsen et al, 1994;Vartia, 1996). It is suggested that low self-esteem is related to a fear of confrontation that creates a weakness to social pressures, especially from authority figures (Gudjonsson & Sigurdsson, 2003).…”

“…Once in power, the ability of destructive leaders to organize plans, mobilize resources, rally support, and execute their visions hinges on followers carrying out their orders. Since Milgram's (1963) dramatic findings on obedience, as well as classic works by Fromm (1941) and Adorno, Frenkel-Brunswik, Levinson, and Sanford (1950), scholars have suggested a natural tendency for certain people to follow destructive orders (e.g., Altemeyer, 1981;Berkowitz & Lundy, 1957;Blass, 1991;Buss, 1961;Elms & Milgram, 1966;Haas, 1966;Howell & Shamir, 2005;Kelman & Hamilton, 1989;Steiner, 1980;Suedfeld, 2000;Weierter, 1997Weierter, , 1998.…”

Status consumption and role-relaxed consumption: A tale of two retail consumers

“…Conceptualization of susceptibility to interpersonal influence as a personality trait dates back to the psychology literature of the 1950s (e.g., Berkowitz and Lundy, 1957;Deutsch and Gerard, 1955;Janis, 1954). McGuire (1968) bolstered this view with his seminal work on influenceability, which described susceptibility to interpersonal influence as related to global personality traits such as self-esteem.…”

Market mavens: Psychological influences

“…Bearden, Netemeyer, and Teel (1989, p. 474) defined consumer susceptibility to interpersonal influence as "the need to identify or enhance one's image with significant others through the acquisition and use of products and brands, the willingness to conform to the expectations of others regarding purchase decisions and/or the tendency to learn about products and services by observing others and/or seeking information from others." The theoretical development of susceptibility to interpersonal influence as a personality trait can be traced to the academic literature of the 1950s in psychology (e.g., Berkowitz & Lundy, 1957;Deutsch & Gerrard, 1955;Janis, 1954). McGuire (1968) reinforced the idea of susceptibility to interpersonal influence as a personality construct in his seminal work on influenceability.…”