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지위 달성을 위해 사용하는 위계협상전략은 개인의 특성에 따라 다르게 조정 된다

Hierarchy Negotiation tactics used for Status Attainment are calibrated by Personal Traits

한국심리학회지: 사회 및 성격 / Korean Journal of Social and Personality Psychology, (P)1229-0653;
2015, v.29 no.2, pp.15-40
https://doi.org/10.21193/kjspp.2015.29.2.002
심경옥 (충남대학교)
전우영 (충남대학교)
  • 다운로드 수
  • 조회수

초록

신체적 그리고 비신체적 특성들은 인간 진화의 역사 동안 생존과 번식의 위한 경쟁과정을 통해 자연선택 되어져왔기 때문에 이들 개인 특성은 경쟁능력과 연관성이 있을 가능성이 높다. 본 연구는 위계협상전략 척도를 이용하여 사회적 성공을 위해 선택하고 사용하는 행동전략이 신체적, 비신체적 특성에 따라 다르게 나타나는지, 그리고 이들 개인 특성들이 상호작용하여 전략의 선택과 수행에 영향을 미치는지를 살펴보았다. 그 결과 2D:4D 비율이 낮은(태내 테스토스테론 수준이 높은) 남성과 매력적인 체형(low WHR)을 가진 여성들이 신체적 매력을 표출하는 위계협상전략을 더 자주 사용하였다. 성격특질과 관련하여, 남녀의 수단적 성격 특질은 기만/조작 전략을 제외한 모든 위계협상전략 요인을 예측한 반면, 표현적 특질은 사회적 네트워크 요인을 가장 잘 예측하였다. 게다가 수단적 특질과 표현적 특질이 상호작용하여 위계협상전략의 사용 빈도를 예측하였다. 즉 두 성격특질 수준이 모두 높을 때 남성은 신체적 매력을 표출하는 전략을 그리고 여성은 근면성과 지식을 표현하는 전략을 더 자주 사용하였다. 하지만 위계협상전략과 신체매력과의 관계성에 대한 성격특질의 조절효과는 관찰되지 않았다. 이들 결과는 사람들은 자신의 신체적 특성과 성격 특질을 인지하고 있고, 지위획득을 위해 사용하는 행동전략은 이들 개인 특성에 의해 다르게 조절된다는 것을 나타낸다.

keywords
신체매력(WHR과 SHR), 2D:4D, 수단적-표현적 특질, 위계협상전략, Body attractiveness (WHR and SHR), 2D:4D, Instrumental-Expressive traits, Hierarchy Negotiation Tactics.

Abstract

Physical and nonphysical traits would have favored by natural selection via competition for survival and reproduction during human evolutionary history. Thus, those personal traits might be related to competitive ability. Thus, we investigated whether behavioral strategies to get ahead vary depending on physical and nonphysical traits and whether there are combined effects of those personal traits on the choice and performance of behavioral strategies, using Hierarchy Negotiation Tactic Scales. The results revealed that men with higher 2D:4D (high level of prenatal testosterone) and women with more attractive bodies (indicated by WHR) frequently used Physical Appeal tactics. With regard to personality traits, for both sexes instrumental personality attributes had predictive effects on all hierarchy negotiation tactics (except for Deception/ Manipulation), while expressivity was a primary predictor of the use of Social Network tactics. Moreover, there was a combined effect of instrumentality and expressivity on the use of hierarchy negotiation tactics. At high levels of both personality attributes, men used Physical Appeal tactic more often, while women frequently performed Industriousness/Knowledge tactics. However, the moderating effects of personality characteristics on the relationship between hierarchy negotiation tactics and body attractiveness were not observed. Findings indicate that individuals have self-perception of their physical and personality characteristics, and the behavioral strategies used for status attainment are calibrated by their personal characteristics.

keywords
신체매력(WHR과 SHR), 2D:4D, 수단적-표현적 특질, 위계협상전략, Body attractiveness (WHR and SHR), 2D:4D, Instrumental-Expressive traits, Hierarchy Negotiation Tactics.

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한국심리학회지: 사회 및 성격