The Ten Dollar Game

Christie, Richard; Geis, Florence L.

doi:10.1016/b978-0-12-174450-2.50014-2

Cited by 126 publications

(216 citation statements)

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“…Narcissism has been conceptualized as a ''normal'' personality variable characterized by dominance, exhibitionism, and exploitation as well as feelings of superiority and entitlement (Raskin & Terry, 1988). Machiavellianism refers to individual differences in manipulativeness, insincerity, and callousness (Christie & Geis, 1970). Research on the Dark Triad has increased dramatically over the last decade and the traits have been described as having an exploitive social strategy (Jonason et al, 2009).…”

Section: Individual Differences and Susceptibility To Persuasionmentioning

confidence: 99%

Personality profiles and persuasion: An exploratory study investigating the role of the Big-5, Type D personality and the Dark Triad on susceptibility to persuasion

Wall

Campbell

Kaye

et al. 2019

Personality and Individual Differences

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The present study investigated the relationship between personality profiles and susceptibility to persuasion. Participants (N = 316) were recruited for an online questionnaire and asked to complete self-reported measures of their personality-Big-5, Dark Triad and Type D. Individual differences in susceptibility to persuasion were also explored using Cialdini's model of persuasion. Latent profile analysis identified three distinct profiles which were labelled Socially Apt, Fearful and Malevolent. These profiles were correlated with scores on the persuasion subscales-authority, commitment, liking, scarcity, reciprocity, consensus-and a number of interesting associations were identified. The malevolent profile self-reported as more susceptible to a higher use of scarcity relative to the other principles of persuasion, and were least susceptible to reciprocity and authority. The socially apt profile appear to be more inclined to be persuaded to do something if it is consistent with their beliefs or a prior act whereas individuals in the Fearful profile were more likely to report obeying those in authority and going along with a crowd. Implications for persuasion are discussed along with research on personality types. Dear Editor and Reviewers, Many thanks for reviewing our paper titled: Personality Profiles and Persuasion: An exploratory study investigating the role of the Big-5, Type D Personality and the Dark Triad on Susceptibility to Persuasion. We believe that the comments were very constructive and sincerely hope that we have satisfactorily addressed all of the comments raised. We have listed each comment below in addition to how we have addressed it and look forward to hearing back from you. Yours Sincerely The Authors Reviewer #1 Reviewer Comment(s): Minor points: Highlights (for review): Highlights seem little descriptive of the study. Ex: Big-5, Dark Triad and Type D were measured. Incomplete or incorrect references: References must be in form to APA. There are references that do not include the number or volume and the name of some journals is incorrectly edited. The typeface should always be the same. It does not make sense to change the font to include the name of the journal. Response: We have amended this section and thoroughly checked all references. We have also made the highlights more descriptive of the study and would like to thank reviewer 1 for this comment. Reviewer Comment(s): "The interest in forming profiles using personality questionnaires and then analyzing the mean comparisons of these same questionnaires in the three profiles is not clear (Table 5 and 6). Figure 1 also makes little sense if the same personality variables have been used for the formation of the three profiles. In summary, it is a study poorly designed. The authors could analyze the three questionnaires of personality and form profiles (factors) by affinity of content using a principal component analysis. Then, these profiles could be used as dependent variables and persuasion susceptibility scales as independent. A more ...

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Section: Individual Differences and Susceptibility To Persuasionmentioning

confidence: 99%

Personality profiles and persuasion: An exploratory study investigating the role of the Big-5, Type D personality and the Dark Triad on susceptibility to persuasion

Wall

Campbell

Kaye

et al. 2019

Personality and Individual Differences

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“…In addition to being more willing to manipulate others, there is abundant evidence that high-Machs are also better at the art of manipulation, at least in short-term, face-to-face interactions. The evidence is especially strong for manipulative tactics that are socially acceptable, such as bargaining and competition for social influence (see Christie & Geis, 1970b). The evidence for socially unacceptable forms of manipulation, such as deliberately lying, is more complex.…”

Section: Machiavellianism As a Social Strategy That Is Quick To Defectmentioning

confidence: 99%

“…In fact, the majority of Machiavellianism studies do not appear to be guided by any theoretical framework at all. Even the original insight of Christie and Geis (1968, 1970a, 1970b was based on the purely empirical observation that there are individual differences in Machiavellianism, without much attention to why there are individual differences. In his 1979 review, Vleeming commented that only 8 of 34 studies (23%) on Machiavellianism that he examined were designed to address the major issues identified by Christie and Geis (1970b).…”

Section: Personality and Social Psychologymentioning

confidence: 99%

Machiavellianism: A synthesis of the evolutionary and psychological literatures.

Wilson

Near²,

Miller³

1996

Psychological Bulletin

481

381

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Manipulative strategies of social conduct (Machiavellianism) have been studied by both psychologists and evolutionary biologists. The authors use the psychological literature as a database to test evolutionary hypotheses about the adaptive advantages of manipulative social behavior. Machiavellianism does not correlate with general intelligence and does not consistently lead to real-world success. It is best regarded as 1 of several social strategies, broadly similar to the "defect" strategy of evolutionary game theory, which is successful in some situations but not others. In general, human evolutionary psychology and evolutionary game theory provide useful frameworks for thinking about behavioral strategies, such as Machiavellianism, and identify a large number of specific hypotheses that have not yet been tested by personality and social psychologists.

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“…Machiavellianism, as a psychological notion, was developed approximately during 1954-1955. Machiavellianism has been suggested to be the core of manipulation with four main characteristics: lack of emotional affection within interpersonal relationships, lack of interest in conventional morality, lack of psychopathology awareness and lack of ideological commitment (Stenason & Vernon, 2016). Individuals high in Machiavellianism are disposed to engage into any action in order to promote pro table results for themselves, while they tend to be highly manipulative in interpersonal relationships (Geis & Moon, 1981;Christie & Geis, 1970), low or no interest in the morality of one's actions, low ideological commitment.…”

Section: Introductionmentioning

confidence: 99%

Dark Triad, Impulsivity And Honesty-Humility And Intended Behavior In A Prisoner’s Dilemma Game: A Simulation Study

Lainidi¹,

Karakasidou²,

Montgomery³

2021

Preprint

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Objective: The aim of the study was to investigate if the Dark Triad personality traits, Impulsivity and Honesty-Humility can predict individuals’ intended behavior in one-shot Prisoner’s Dilemma Games (PDG). Method: A cross-sectional correlational design was followed, examining multiple linear regression models. A total sample of 197 Greek adults (64% women, M=35.13 years old) completed a one-shot simulated PDGs, the Dirty Dozen scale, the Barratt Impulsivity Scale and the Honesty-Humility subscale from the HEXACO NEO-PI. Results: Significant correlations between Dirty Dozen scores and Impulsivity, and Dirty Dozen scores and Honesty-Humility (p<.01) where identified. Honesty-Humility predicted Dark Triad scores (p<.01). Dark Triad scores predicted the classification of participants in groups, according to their decision in the first PDG simulation (p<.01), while Honesty/Humility and Impulsivity were not significant predictors.Conclusions: Simulated social situations can serve as situational judgment tests in an effort to develop new measures of personality and a better understanding in the underpinning mechanisms between personality traits and intended behavior in ethical dilemmas and moral judgment.

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The Ten Dollar Game

Cited by 126 publications

References 0 publications

Personality profiles and persuasion: An exploratory study investigating the role of the Big-5, Type D personality and the Dark Triad on susceptibility to persuasion

Personality profiles and persuasion: An exploratory study investigating the role of the Big-5, Type D personality and the Dark Triad on susceptibility to persuasion

Machiavellianism: A synthesis of the evolutionary and psychological literatures.

Dark Triad, Impulsivity And Honesty-Humility And Intended Behavior In A Prisoner’s Dilemma Game: A Simulation Study

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