THE DARK PERSONALITY AND JOB SUCCESS IN THE UNITED STATES ARMY: USE OF INTERPERSONAL MANIPULATION IN THE WORKPLACE

This dissertation relates job desires and outcomes to the Dark Personality (Psychopathy, Machiavellianism, Narcissism, Low Agreeableness, Low Honesty-Humility) in the United States Army. It purports that individuals high on the Dark Personality desire more power, money, and status, and that they obtain jobs that afford them these luxuries by using manipulation at work. Two pilot studies used samples of United States Army members to create and test index variables: Dark Personality, Total Manipulation in the workplace, Desire for Job Success, and Total Job Success in the Army. Individual personality traits, manipulation tactics, and job desires were examined in secondary analyses. Using a sample of 468 United States Army Members, central analyses indicated that Army members high on the Dark Personality desired Job Success. Likewise, army members higher on the Dark Personality used more Manipulation tactics at work, including the egregious tactics. Yet, using more Manipulation tactics at work predicted lower levels of Job Success in the Army. Most manipulation tactics had a negative impact on Job Success, with the exception of soft tactics like Reason and Responsibility Invocation. Together, these results indicate that selective use of soft manipulation predicted Job Success, but use of more manipulation tactics predicted less Job Success in the Army. Curvilinear results indicated that being either very low or very high on the Dark Personality predicted more Job Success in the Army, whereas having intermediate levels of the Dark Personality predicted less Job Success. Finally, possessing the Dark Personality and using more Manipulation tactics at work, together, predicted less Job Success in the Army. Collectively, the results indicate that army members with intermediate levels of the Dark Personality want more powerful and high paying jobs, yet their strategy of manipulating their coworkers to move up the job ladder does not result in higher ranking, higher paying Army positions. However, Army members highest on the Dark Personality achieved job success, defying the maladaptive influence that antisocial personality traits and manipulative behaviour had on job success for most Army members. Therefore, this dissertation indicates that successful corporate scoundrels exist in the Army, but there are few of them.

Vicarious Power: The Interpersonal Transference of Power

Previous research on power has predominantly focused on power as an intrapersonal process. Relatively little research, however, has investigated the interpersonal transference of power. In the present research, I documented the vicarious power effect – people vicariously feel more powerful when their psychological connections with powerful figures were made salient. Compared to participants in the control conditions, who wrote about either a non-powerful figure with whom they felt psychologically connected or a powerful figure with whom they did not feel connected, participants writing about a powerful figure with whom they felt psychologically connected reported a higher level of power. This effect was true for both a real-life powerful figure (Study 1) and a powerful fictional character (Study 2). In Study 3, I found that, compared to participants in the control conditions (non-powerful but close, powerful but not close), participants writing about their experience of taking a picture together with a close and powerful person (close and powerful condition) made a lower counteroffer in a seller-buyer negotiation task. Furthermore, in Study 4, I found that, compared to participants in the control conditions (non-powerful but close, powerful but not close), participants writing about a close and powerful person (close and powerful condition) were more likely to engage in self-beneficial lying behaviors and less likely to engage in other-beneficial lying behaviors. The research sheds light on vicarious psychological processes in general. Remaining issues and directions for future research are discussed.