On the manipulative behavior of low Machiavellians

Feigning incompetence to "sandbag" an opponent

Dados Bibliográficos

ID6204004
AutoresJames A Shepperd (0000-0002-5329-6760, autor correspondente), Robert E Socherman
Ano1997
Volume72
Fascículo6
Páginas1448-1459
Data de publicação1997-06-01
Peer ReviewedSim
Open AccessNão
TipoARTICLE
PeriódicoJournal of Personality and Social Psychology (JOURNAL)
Identificadores do periódicoISSN: 0022-3514 • E-ISSN: 1939-1315
EditoraAmerican Psychological Association (APA) (PUBLISHER)
DOI10.1037//0022-3514.72.6.1448
OpenAlexW4235782959
IdiomaEN
Citações recebidas11
Referências citadas22

Three decades of research has revealed that people scoring high in Machiavellianism (high Machs) are manipulative and domineering. However, the domineering style of high Machs may preclude them from using manipulations that require a display of weakness. The authors examined whether Machiavellianism moderates the use of sandbagging-a manipulative strategy in which people display low ability to induce an opponent to reduce effort or lower his or her guard. In Experiment 1, participants (N = 198) reported that they would reduce effort in response to a disadvantaged opponent and anticipated that their opponent would behave similarly if they were disadvantaged. In Experiment 2 (N = 66), low Machs in competition sandbagged their opponent when they were uncertain that they could otherwise beat him. High Machs, in contrast, preferred a show of strength to a show of weakness, displaying high ability even when sandbagging might have been an advantageous strategy

Adversary · Big Five personality traits · Cognitive psychology · Computer security · Deception · Developmental psychology · Machiavellianism · Personality · Applied Psychology · Creativity in Education and Neuroscience · Decision-Making and Behavioral Economics · Digital Games and Media · Experimental Behavioral Economics Studies · Psychology · Social Psychology