SELF-WORTH AND VERBAL DOMINANCE AS PREDICTORS OF COMMUNICATION BEHAVIOR AND OUTCOMES OF DECISION MAKING

MICHAEL JOHN GLAUSER, Purdue University

Abstract

In this study, self-worth and verbal dominance were introduced as two predictor variables, relatively independent of one another, that produce a four-cell typology of individuals: those low in self-worth and low in dominance, those low in self-worth and high in dominance, those high in self-worth and low in dominance, and those high in self-worth and high in dominance. Both variables were believed to make a difference in decision-making interaction. Self-worth was thought to influence the amount of confidence one would exhibit, and verbal dominance was believed to influence tendencies to control and direct the interaction. The major focus of the study was to provide a thorough description of the communication behavior of these four types of subjects, and to use this information to explain differences they experienced in outcomes of interaction. A fundamental assumption of the research was that communication is the essence of interaction in a decision-making situation. Thus, it was reasonable to expect individuals who communicate differently to also experience differences in outcomes associated with the interaction. Subjects in the study worked on a decision-making task with a partner similar to themselves on the two predictor variables. A multimethod approach was used to assess differences between the four groups of subjects. Communication content, communication patterns, communicator style and several noncontent dimensions of communication were examined. Cohesiveness, satisfaction with the interaction, satisfaction with the solution, tension level, and time required to complete the task were measured as outcomes of interaction. The results of the study served to validate the typology of predictors. Unique communication behaviors were found to characterize each of the four groups of subjects, and differences in outcomes were attained. Those low in both self-worth and verbal dominance sat in silence during much of the interaction, exhibited the shortest utterances, attempted the fewest interruptions, did not develop one another's positions, scored the lowest on most of the communicator style variables, were rated low in social attraction and task attraction, and reported low levels of satisfaction with the interaction. Those low in self-worth but high in dominance appeared to be highly competitive during the task. They attempted the highest frequency of interruptions, continued to offer opinions following requests for opinions, put forth the greatest effort to build solidarity, were fairly satisfied with the interaction, but reported high levels of tension. Subjects high in self-worth but low in dominance were moderately reserved during the interaction, developed factual material rather than adding facts to facts, were the least agreeable following disagreement and the development of positions but also the least argumentative, spent the least amount of time building solidarity, and reported rather high levels of tension. Finally, those high in both self-worth and verbal dominance reported being more open and argumentative during the task, were perceived as more open and relaxed by their partners, were highly satisfied with the interactions, experienced low levels of tension, and were rated high in social attraction and task attraction. The results of the study demonstrate the value of multimethod approaches in communication research. Particularly, the value of performing both frequency and sequential analyses on interaction data was demonstrated. The study also has implications for those interested in communication training as a means of improving self-esteem. The results clearly demonstrates that there are two types of low esteem individuals, which may need the exact opposite type of training.

Degree

Ph.D.

Subject Area

Social psychology

COinS