Introduction to Psychology

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Table 11.1 Some Personality Traits That Predict Behavior

Trait Description

Examples of behaviors exhibited by

people who have the trait

Authoritarianism
(Adorno, Frenkel-
Brunswik, Levinson, &
Sanford, 1950)

A cluster of traits including conventionalism,

superstition, toughness, and exaggerated concerns

with sexuality

Authoritarians are more likely to be

prejudiced, to conform to leaders, and to

display rigid behaviors.

Individualism-
collectivism (Triandis,
1989)

Individualism is the tendency to focus on oneself

and one’s personal goals; collectivism is the

tendency to focus on one’s relations with others.

Individualists prefer to engage in

behaviors that make them stand out from

others, whereas collectivists prefer to

engage in behaviors that emphasize their

similarity to others.

Internal versus external
locus of control (Rotter,
1966)

In comparison to those with an external locus of

control, people with an internal locus of control are

more likely to believe that life events are due

largely to their own efforts and personal

characteristics.

People with higher internal locus of

control are happier, less depressed, and

healthier in comparison to those with an

external locus of control.

Need for achievement
(McClelland, 1958)

The desire to make significant accomplishments by

mastering skills or meeting high standards

Those high in need for achievement

select tasks that are not too difficult to

be sure they will succeed in them.

Need for cognition
(Cacioppo & Petty, 1982)

The extent to which people engage in and enjoy

effortful cognitive activities

People high in the need for cognition

pay more attention to arguments in ads.

Regulatory focus (Shah,
Higgins, & Friedman,
1998)

Refers to differences in the motivations that

energize behavior, varying from apromotion

orientation (seeking out new opportunities) to

aprevention orientation (avoiding negative

outcomes)

People with a promotion orientation are
more motivated by goals of gaining
money, whereas those with prevention
orientation are more concerned about
losing money.
Self-consciousness
(Fenigstein, Sheier, &
Buss, 1975)

The tendency to introspect and examine one’s

inner self and feelings

People high in self-consciousness spend

more time preparing their hair and

makeup before they leave the house.

Self-esteem (Rosenberg,
1965)

High self-esteem means having a positive attitude

toward oneself and one’s capabilities.

High self-esteem is associated with a

variety of positive psychological and

health outcomes.

Sensation seeking The motivation to engage in extreme and risky Sensation seekers are more likely to