Beyond the Big Five : The effect of machiavellian, narcissistic, and psychopathic personality traits on stakeholder engagement

Summary, in English

Prior research has established the key impact of customers' Big Five personality traits (e.g., agreeableness/conscientiousness) on their brand engagement, suggesting that individuals exhibiting differing personality traits engage differently with brands. In parallel, extending influential customer engagement research, stakeholder engagement, which covers any stakeholder's (e.g., a customer's, supplier's, employee's, or competitor's) engagement in his/her role-related interactions, activities, and relationships, is rapidly gaining momentum. However, despite existing acumen in both areas, little remains known regarding the effect of stakeholders' antisocial or maladaptive dark triad-based personality traits, including machiavellianism, narcissism, and psychopathy, on the focal antisocial stakeholder's, and his/her interactee', role-related engagement, as therefore explored in this paper. To address these issues, we develop a conceptual model and an associated set of propositions that outline the nature of a stakeholder's machiavellian, narcissistic, and psychopathic role-related engagement and its effect on his/her interactee's engagement. We conclude by outlining pertinent theoretical and managerial implications that arise from our analyses.

• Author: Linda D. Hollebeek; David E. Sprott; Sigitas Urbonavicius; Valdimar Sigurdsson; Moira K. Clark; Rein Riisalu; Dale L.G. Smith
• Publishing year: 2022
• Language: English
• Pages: 1230-1243
• Publication/Series: Psychology and Marketing
• Volume: 39
• Issue: 6
• Links: http://dx.doi.org/10.1002/mar.21647
• Document type: Journal article review
• Publisher: Wiley
• Topic: Business Administration
• Keywords: Customer engagement; Dark triad of personality traits; Machiavellianism; Narcissism; Psychopathy; Stakeholder engagement
• Status: Published
• ISBN/ISSN/Other: ISSN: 0742-6046