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...

We propose that individual differences in assertiveness play a critical role in perceptions of leaders. In contrast to prior work focused on linear effects, we argue that individuals seen as either markedly low or high in assertiveness are generally appraised as less effective leaders. Moreover,...

Accumulating evidence suggests that targets' displays of emotion shape perceivers' impression of those targets. Prior research has highlighted generalization effects, such as an angry display prompting an impression of hostility. In two studies, we went beyond generalization to examine the...