Buss D M, Gomes M, Higgins D S, Lauterbach K
J Pers Soc Psychol. 1987 Jun;52(6):1219-29. doi: 10.1037//0022-3514.52.6.1219.
Manipulation is one means by which environments are altered to correspond to characteristics of individuals. We conducted two studies to identify the manipulation tactics that people use to elicit and terminate the actions of others. Factor analyses of four instruments revealed six types of tactics: charm, silent treatment, coercion, reason, regression, and debasement. Tactics of manipulation showed strong individual difference consistency across contexts. The charm tactic, however, was used more frequently for behavioral elicitation, whereas the coercion and silent treatment tactics were used more frequently for behavioral termination. Manipulation tactics covaried significantly across self-based and observer-based data sources with personality scales of Neuroticism, Extraversion, Ambitious-Lazy, Arrogant-Unassuming, Quarrelsome-Agreeable, and Calculating and with characteristics of subjects' social environments. We draw implications for an interactionist framework of person-environment correspondence, for an expansion of the taxonomic task that faces personality psychology, and for identifying links between personality and other scientific disciplines.
操控是改变环境以使其与个体特征相匹配的一种方式。我们进行了两项研究，以确定人们用来引发和终止他人行为的操控策略。对四种工具进行因素分析后发现了六种策略类型：魅力、冷处理、强制、说理、退行和贬低。操控策略在不同情境下表现出很强的个体差异一致性。然而，魅力策略在引发行为时使用得更为频繁，而强制和冷处理策略在终止行为时使用得更为频繁。操控策略在基于自我和基于观察者的数据源中与神经质、外向性、野心勃勃-懒惰、傲慢-谦逊、爱争吵-随和以及工于心计等人格量表以及受试者社会环境的特征显著相关。我们探讨了其对人-环境对应交互主义框架、人格心理学面临的分类任务扩展以及识别个性与其他科学学科之间联系的启示。
