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The Extravert Advantage: How and When Extraverts Build Rapport With Other People.

Publication ,  Journal Article
Duffy, KA; Chartrand, TL
Published in: Psychological science
November 2015

Extraverts are better than introverts at building rapport, but it remains unknown what they do behaviorally to better connect with other individuals. We hypothesized that extraverts mimic more than introverts as a way to build rapport; however, we predicted that this social skillfulness of extraverts emerges only when they are motivated to affiliate. In Study 1, we found that extraversion predicted increased mimicry when an affiliation goal was present, but not when an affiliation goal was absent. In Study 2, we found that mimicry mediates the relationship between extraversion and rapport, but only when an affiliation goal is present. Our findings are the first to identify a behavior that extraverts engage in that helps them build rapport. Furthermore, our studies show that this skillfulness of extraverts emerges only when they are motivated to affiliate, providing evidence in favor of the reward-sensitivity-as-core model of extraversion over the sociability-as-core model of extraversion.

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Published In

Psychological science

DOI

EISSN

1467-9280

ISSN

0956-7976

Publication Date

November 2015

Volume

26

Issue

11

Start / End Page

1795 / 1802

Related Subject Headings

  • Young Adult
  • Reward
  • Regression Analysis
  • Motivation
  • Introversion, Psychological
  • Interpersonal Relations
  • Humans
  • Female
  • Extraversion, Psychological
  • Experimental Psychology
 

Citation

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Chicago
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Duffy, K. A., & Chartrand, T. L. (2015). The Extravert Advantage: How and When Extraverts Build Rapport With Other People. Psychological Science, 26(11), 1795–1802. https://doi.org/10.1177/0956797615600890
Duffy, Korrina A., and Tanya L. Chartrand. “The Extravert Advantage: How and When Extraverts Build Rapport With Other People.Psychological Science 26, no. 11 (November 2015): 1795–1802. https://doi.org/10.1177/0956797615600890.
Duffy KA, Chartrand TL. The Extravert Advantage: How and When Extraverts Build Rapport With Other People. Psychological science. 2015 Nov;26(11):1795–802.
Duffy, Korrina A., and Tanya L. Chartrand. “The Extravert Advantage: How and When Extraverts Build Rapport With Other People.Psychological Science, vol. 26, no. 11, Nov. 2015, pp. 1795–802. Epmc, doi:10.1177/0956797615600890.
Duffy KA, Chartrand TL. The Extravert Advantage: How and When Extraverts Build Rapport With Other People. Psychological science. 2015 Nov;26(11):1795–1802.
Journal cover image

Published In

Psychological science

DOI

EISSN

1467-9280

ISSN

0956-7976

Publication Date

November 2015

Volume

26

Issue

11

Start / End Page

1795 / 1802

Related Subject Headings

  • Young Adult
  • Reward
  • Regression Analysis
  • Motivation
  • Introversion, Psychological
  • Interpersonal Relations
  • Humans
  • Female
  • Extraversion, Psychological
  • Experimental Psychology