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

Korean Journal of Social and Personality Psychology / 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


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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