Not Just Holding Forth: The Effect of Listening on Leadership Effectiveness

53 Pages Posted: 25 Aug 2011

See all articles by Joel Brockner

Joel Brockner

Columbia Business School

Daniel Ames

Columbia Business School - Management

Date Written: December 1, 2010

Abstract

The present study explored various ways in which listening relates to organization members’ success in influencing others. Based on the notion that listening is positively related to influence through informational and relational mechanisms, we found that: (1) how well organizational members listen is positively associated with their tendencies to influence others,over and above how well they engage in expressive communications, (2) listening also interacts with expressive communication to predict influence, such that the positive relationship between listening and influence is more pronounced among people with stronger expressive communication tendencies, (3) organizational members’ dispositional narcissism moderated the positive relationship between listening and influence, with this positive relationship being stronger among those higher in narcissism, and (4) listening mediated the relationship between organizational members’ personalities (from the “Big Five”) and their influence. Theoretical and practical implications are discussed, as are limitations of the study and suggestions for future research.

Keywords: listening, influence, personality, Big Five, narcissism

Suggested Citation

Brockner, Joel and Ames, Daniel, Not Just Holding Forth: The Effect of Listening on Leadership Effectiveness (December 1, 2010). Available at SSRN: https://ssrn.com/abstract=1916263 or http://dx.doi.org/10.2139/ssrn.1916263

Joel Brockner (Contact Author)

Columbia Business School ( email )

3022 Broadway
New York, NY 10027
United States
212-854-4435 (Phone)
212-316-9355 (Fax)

Daniel Ames

Columbia Business School - Management ( email )

3022 Broadway
New York, NY 10027
United States

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