The role of listening in interpersonal influence.

  title={The role of listening in interpersonal influence.},
  author={D. Ames and Lily Benjamin Maissen and J. Brockner},
  journal={Journal of Research in Personality},
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… Expand
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