The influence of personality traits on the effect of persuasion strategies: A systematic literature review

IF 2.6 2区心理学 Q1 PSYCHOLOGY, SOCIAL

Personality and Individual Differences Pub Date : 2025-08-20 DOI:10.1016/j.paid.2025.113412

Sander Palm, Maria Tims

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引用次数: 0

Abstract

Scientists have long been interested in how to predict and influence human behavior. To influence human behavior, the effectiveness of persuasion strategies has been studied in marketing, business and psychology. Recently, persuasion strategies that match individual personality traits are assumed to be more effective in influencing behavior. This systematic literature review aims to take stock of these studies to answer the research question: What is the influence of personality traits on the effect of persuasion strategies on influencing individual behavior? The systematic literature review of 80 articles ranging from 1982 till September 2024 reveals three key findings. First, the review highlights the differences in effectiveness among matching (i.e., participants encounter persuasion strategies tailored to their individual personalities), contra-matching (i.e., a randomly selected persuasion strategy is used), and non-matching (no persuasion strategies are employed) persuasion strategies based on personality traits. Specifically, matching strategies are significantly more effective than non-matching ones whereas contra-matching strategies are often found to be counterproductive. Second, the review assesses the level of susceptibility to persuasion strategies for the different personality traits from the five-factor model: Those possessing the trait agreeableness are most responsive to persuasion strategies, while those high on neuroticism are least affected. Third, an overview is presented that outlines effective persuasion strategies for each personality trait within the five-factor model, indicating variations in the effectiveness of distinct persuasion strategies across traits. The findings indicate that matching persuasion strategies with personality traits instead of one-size-fits-all persuasion strategies creates an opportunity to improve their effectiveness on influencing individual behavior.

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人格特质对说服策略效果的影响：系统的文献综述

长期以来，科学家们一直对如何预测和影响人类行为感兴趣。为了影响人们的行为，说服策略的有效性已经在市场营销、商业和心理学中得到了研究。近年来，与个体人格特征相匹配的说服策略被认为在影响行为方面更为有效。本文旨在对这些研究进行系统的文献回顾，以回答一个研究问题：人格特质对说服策略对个体行为的影响有何影响？对1982年至2024年9月期间的80篇文章进行了系统的文献综述，揭示了三个关键发现。首先，研究强调了基于人格特征的匹配说服策略（即参与者遇到适合其个性的说服策略）、反匹配说服策略（即使用随机选择的说服策略）和非匹配说服策略（不使用说服策略）在有效性上的差异。具体来说，匹配策略明显比不匹配策略更有效，而反匹配策略往往适得其反。其次，运用五因素模型评估了不同人格特质对说服策略的易感性水平：具有亲和性特质的人对说服策略的反应最灵敏，而具有高神经质特质的人对说服策略的影响最小。第三，概述了五因素模型中每种人格特质的有效说服策略，指出不同人格特质的不同说服策略的有效性差异。研究结果表明，将说服策略与个性特征相匹配，而不是一刀切的说服策略，可以提高其影响个人行为的有效性。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Personality and Individual Differences PSYCHOLOGY, SOCIAL-

CiteScore

8.50

自引率

4.70%

发文量

577

审稿时长

41 days

期刊介绍： Personality and Individual Differences is devoted to the publication of articles (experimental, theoretical, review) which aim to integrate as far as possible the major factors of personality with empirical paradigms from experimental, physiological, animal, clinical, educational, criminological or industrial psychology or to seek an explanation for the causes and major determinants of individual differences in concepts derived from these disciplines. The editors are concerned with both genetic and environmental causes, and they are particularly interested in possible interaction effects.