Can confidence influence persuasiveness in disagreements by conveying competence versus dominance? The moderating role of competitiveness

• Main Authors: REES, Laura, TSAI, Ming-hong, KOPELMAN, Shirli, HU, Hsiu-Hua
• 格式: text
• 語言: English
• 出版: Institutional Knowledge at Singapore Management University 2024
• 主題: Confidence; Competence; Competitiveness; Dominance; Persuasiveness; Personality and Social Contexts; Social Psychology
• 在線閱讀: https://ink.library.smu.edu.sg/soss_research/3942; https://ink.library.smu.edu.sg/context/soss_research/article/5200/viewcontent/ncmr_747_rees.pdf

Research has demonstrated that confident individuals gain social influence because their confidence signals competence rather than dominance in settings in which they do not experience a disagreement with others. We extend this research by exploring felt competitiveness, as reflected by perceptions...