Economics Insights @ CBS

Using informant reports on working professionals, we explored the role of listening in interpersonal influence and how listening may account for at least some of the relationship between personality and influence. The results extended prior work which has suggested that listening is positively related to influence for informational and relational reasons.

Increasingly, individuals identify with two or more cultures. Prior research has found the degree to which individuals chronically integrate these identities (bicultural identity integration; BII) moderates responses to cultural cues: High BII individuals assimilate (adopting biases that are congruent with norms of the cued culture), whereas low BII individuals contrast (adopting biases that are incongruent with these norms). The authors propose BII can also be a psychological state and modulated by shifts in processing styles.

Many consider the President of the United States to be the most powerful person on earth. In order to get this “job,” the President is involved in one of the largest, most expensive and most comprehensive marketing efforts — the political campaign that leads to election day. This campaign, as well as thousands of others (e.g., congress persons, senators, governors, district attorneys), has largely been ignored by marketing scholars.