The role of listening in interpersonal influence

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. As predicted, we found that: (1) listening had a positive effect on influence beyond the impact of verbal expression, (2) listening interacted with verbal expression to predict influence (such that the relationship between listening and influence was stronger among those more expressive), and (3) listening partly mediated the positive relationships between each of the Big Five dimensions of agreeableness and openness and influence.

► Study using coworkers’ reports on professionals’ behaviors and influence. ► Listening behavior predicted influence controlling for verbal expression. ► Listening behavior also interacted with verbal expression to predict influence. ► Listening partly mediated the effect of agreeableness and openness on influence.