Relating interpersonal style to influential behaviour: Exploring a Circumplex of influence tactics. Poster session presented at the 16th annual conference of the European Association of Psychology and Law, Liverpool, UK.

Louise E. Porter; Jennie L. Roocroft; Jan Winter

Relating interpersonal style to influential behaviour: Exploring a Circumplex of influence tactics. Poster session presented at the 16th annual conference of the European Association of Psychology and Law, Liverpool, UK.

Louise E. Porter
, Jennie L. Roocroft
, Jan Winter

Research output: Chapter in Book/Report/Conference proceeding › Meeting abstract (Book)

Abstract

Aims: This paper aims to explore and confirm a model of influence tactics incorporating the dimensions of the interpersonal circumplex (Leary, 1957) and to test the model on an applied population of incarcerated offenders.
Method: Schriesheim and Hinkins (1990) 15 item influence tactic scale was used to measure six influence tactics, and 16 items were selected from Wiggins (1979) Interpersonal Adjective Scales (IAS) to measure the four primary domains of the interpersonal circumplex. Three studies were conducted with variations of these two measures. Studies 1 and 2 tested the measures and confirmed results on a sample of 75 and a sample of 109 undergraduate students, respectively. Study 3 piloted the questionnaire on a sample of 43 incarcerated offenders.
Results: The three studies showed promisingly consistent results and reasonable reliability and validity of the concepts under study. Multidimensional Scaling suggested four themes of interpersonal influence, linked to the circumplex dimensions of Dominance (Rational-Assertive influence) vs Submission (Powerlessness) and Co-operation (Rational-Friendly influence) vs Hostility (Unfriendly-Assertive influence).
Conclusion: The potential effectiveness of the different influence themes is discussed with reference to the principles of complementarity.

Original language	English
Title of host publication	16th annual conference of the European Association of Psychology and Law, Liverpool, UK.
Editors	European Association Of Psychology, Law
Publication status	Published - 30 Jun 2006
Event	Finds and Results from the Swedish Cyprus Expedition: A Gender Perspective at the Medelhavsmuseet - Stockholm, Sweden Duration: 21 Sept 2009 → 25 Sept 2009

Conference

Conference	Finds and Results from the Swedish Cyprus Expedition: A Gender Perspective at the Medelhavsmuseet
Country/Territory	Sweden
City	Stockholm
Period	21/09/09 → 25/09/09

Bibliographical note

European Association of Psychology and Law

Keywords

influence tactics
interpersonal circumplex
offenders
interpersonal behaviour
IAS

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Porter, L. E., Roocroft, J. L., & Winter, J. (2006). Relating interpersonal style to influential behaviour: Exploring a Circumplex of influence tactics. Poster session presented at the 16th annual conference of the European Association of Psychology and Law, Liverpool, UK. In E. A. O. Psychology, & Law (Eds.), 16th annual conference of the European Association of Psychology and Law, Liverpool, UK.

Porter, Louise E. ; Roocroft, Jennie L. ; Winter, Jan. / Relating interpersonal style to influential behaviour: Exploring a Circumplex of influence tactics. Poster session presented at the 16th annual conference of the European Association of Psychology and Law, Liverpool, UK. 16th annual conference of the European Association of Psychology and Law, Liverpool, UK.. editor / European Association Of Psychology ; Law. 2006.

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title = "Relating interpersonal style to influential behaviour: Exploring a Circumplex of influence tactics. Poster session presented at the 16th annual conference of the European Association of Psychology and Law, Liverpool, UK.",

abstract = "Aims: This paper aims to explore and confirm a model of influence tactics incorporating the dimensions of the interpersonal circumplex (Leary, 1957) and to test the model on an applied population of incarcerated offenders. Method: Schriesheim and Hinkins (1990) 15 item influence tactic scale was used to measure six influence tactics, and 16 items were selected from Wiggins (1979) Interpersonal Adjective Scales (IAS) to measure the four primary domains of the interpersonal circumplex. Three studies were conducted with variations of these two measures. Studies 1 and 2 tested the measures and confirmed results on a sample of 75 and a sample of 109 undergraduate students, respectively. Study 3 piloted the questionnaire on a sample of 43 incarcerated offenders. Results: The three studies showed promisingly consistent results and reasonable reliability and validity of the concepts under study. Multidimensional Scaling suggested four themes of interpersonal influence, linked to the circumplex dimensions of Dominance (Rational-Assertive influence) vs Submission (Powerlessness) and Co-operation (Rational-Friendly influence) vs Hostility (Unfriendly-Assertive influence). Conclusion: The potential effectiveness of the different influence themes is discussed with reference to the principles of complementarity.",

keywords = "influence tactics, interpersonal circumplex, offenders, interpersonal behaviour, IAS",

author = "Porter, \{Louise E.\} and Roocroft, \{Jennie L.\} and Jan Winter",

note = "European Association of Psychology and Law; Finds and Results from the Swedish Cyprus Expedition: A Gender Perspective at the Medelhavsmuseet ; Conference date: 21-09-2009 Through 25-09-2009",

year = "2006",

month = jun,

day = "30",

language = "English",

editor = "Psychology, \{European Association Of\} and Law",

booktitle = "16th annual conference of the European Association of Psychology and Law, Liverpool, UK.",

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Porter, LE, Roocroft, JL & Winter, J 2006, Relating interpersonal style to influential behaviour: Exploring a Circumplex of influence tactics. Poster session presented at the 16th annual conference of the European Association of Psychology and Law, Liverpool, UK. in EAO Psychology & Law (eds), 16th annual conference of the European Association of Psychology and Law, Liverpool, UK.. Finds and Results from the Swedish Cyprus Expedition: A Gender Perspective at the Medelhavsmuseet, Stockholm, Sweden, 21/09/09.

Relating interpersonal style to influential behaviour: Exploring a Circumplex of influence tactics. Poster session presented at the 16th annual conference of the European Association of Psychology and Law, Liverpool, UK. / Porter, Louise E.; Roocroft, Jennie L.; Winter, Jan.
16th annual conference of the European Association of Psychology and Law, Liverpool, UK.. ed. / European Association Of Psychology; Law. 2006.

Research output: Chapter in Book/Report/Conference proceeding › Meeting abstract (Book)

TY - CHAP

T1 - Relating interpersonal style to influential behaviour: Exploring a Circumplex of influence tactics. Poster session presented at the 16th annual conference of the European Association of Psychology and Law, Liverpool, UK.

AU - Porter, Louise E.

AU - Roocroft, Jennie L.

AU - Winter, Jan

N1 - European Association of Psychology and Law

PY - 2006/6/30

Y1 - 2006/6/30

N2 - Aims: This paper aims to explore and confirm a model of influence tactics incorporating the dimensions of the interpersonal circumplex (Leary, 1957) and to test the model on an applied population of incarcerated offenders. Method: Schriesheim and Hinkins (1990) 15 item influence tactic scale was used to measure six influence tactics, and 16 items were selected from Wiggins (1979) Interpersonal Adjective Scales (IAS) to measure the four primary domains of the interpersonal circumplex. Three studies were conducted with variations of these two measures. Studies 1 and 2 tested the measures and confirmed results on a sample of 75 and a sample of 109 undergraduate students, respectively. Study 3 piloted the questionnaire on a sample of 43 incarcerated offenders. Results: The three studies showed promisingly consistent results and reasonable reliability and validity of the concepts under study. Multidimensional Scaling suggested four themes of interpersonal influence, linked to the circumplex dimensions of Dominance (Rational-Assertive influence) vs Submission (Powerlessness) and Co-operation (Rational-Friendly influence) vs Hostility (Unfriendly-Assertive influence). Conclusion: The potential effectiveness of the different influence themes is discussed with reference to the principles of complementarity.

AB - Aims: This paper aims to explore and confirm a model of influence tactics incorporating the dimensions of the interpersonal circumplex (Leary, 1957) and to test the model on an applied population of incarcerated offenders. Method: Schriesheim and Hinkins (1990) 15 item influence tactic scale was used to measure six influence tactics, and 16 items were selected from Wiggins (1979) Interpersonal Adjective Scales (IAS) to measure the four primary domains of the interpersonal circumplex. Three studies were conducted with variations of these two measures. Studies 1 and 2 tested the measures and confirmed results on a sample of 75 and a sample of 109 undergraduate students, respectively. Study 3 piloted the questionnaire on a sample of 43 incarcerated offenders. Results: The three studies showed promisingly consistent results and reasonable reliability and validity of the concepts under study. Multidimensional Scaling suggested four themes of interpersonal influence, linked to the circumplex dimensions of Dominance (Rational-Assertive influence) vs Submission (Powerlessness) and Co-operation (Rational-Friendly influence) vs Hostility (Unfriendly-Assertive influence). Conclusion: The potential effectiveness of the different influence themes is discussed with reference to the principles of complementarity.

KW - influence tactics

KW - interpersonal circumplex

KW - offenders

KW - interpersonal behaviour

KW - IAS

M3 - Meeting abstract (Book)

BT - 16th annual conference of the European Association of Psychology and Law, Liverpool, UK.

A2 - Psychology, European Association Of

A2 - Law, null

T2 - Finds and Results from the Swedish Cyprus Expedition: A Gender Perspective at the Medelhavsmuseet

Y2 - 21 September 2009 through 25 September 2009

ER -

Porter LE, Roocroft JL, Winter J. Relating interpersonal style to influential behaviour: Exploring a Circumplex of influence tactics. Poster session presented at the 16th annual conference of the European Association of Psychology and Law, Liverpool, UK. In Psychology EAO, Law, editors, 16th annual conference of the European Association of Psychology and Law, Liverpool, UK.. 2006