{"id":"https://openalex.org/W2104432448","doi":"https://doi.org/10.1016/j.jrp.2012.01.010","title":"The role of listening in interpersonal influence","display_name":"The role of listening in interpersonal influence","publication_year":2012,"publication_date":"2012-02-20","ids":{"openalex":"https://openalex.org/W2104432448","doi":"https://doi.org/10.1016/j.jrp.2012.01.010","mag":"2104432448"},"language":"en","primary_location":{"id":"doi:10.1016/j.jrp.2012.01.010","doi":"https://doi.org/10.1016/j.jrp.2012.01.010","is_oa":false,"landing_page_url":"https://doi.org/10.1016/j.jrp.2012.01.010","pdf_url":null,"source":{"id":"https://openalex.org/S156995526","display_name":"Journal of Research in Personality","issn_l":"0092-6566","issn":["0092-6566","1095-7251"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-b","cwts-core","dongbi-b","erih-plus","jufo-2","ki-jl-1","norway-1","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Research in Personality","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5067269689","display_name":"Daniel Robert Ames","orcid":"https://orcid.org/0000-0002-4630-5956","observed_orcids":["https://orcid.org/0000-0002-4630-5956"]},"institutions":[{"id":"https://openalex.org/I78577930","display_name":"Columbia University","ror":"https://ror.org/00hj8s172","country_code":"US","type":"education","lineage":["https://openalex.org/I78577930"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Daniel Ames","raw_affiliation_strings":["Columbia Business School, Columbia University, United States"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Columbia Business School, Columbia University, United States","institution_ids":["https://openalex.org/I78577930"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5013525385","display_name":"Lily Benjamin Maissen","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Lily Benjamin Maissen","raw_affiliation_strings":["Mercer1, United States"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Mercer1, United States","institution_ids":[]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5030496826","display_name":"Joel Brockner","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I78577930","display_name":"Columbia University","ror":"https://ror.org/00hj8s172","country_code":"US","type":"education","lineage":["https://openalex.org/I78577930"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Joel Brockner","raw_affiliation_strings":["Columbia Business School, Columbia University, United States"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Columbia Business School, Columbia University, United States","institution_ids":["https://openalex.org/I78577930"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5067269689"],"corresponding_institution_ids":["https://openalex.org/I78577930"],"apc_list":{"value":3330,"currency":"USD","value_usd":3330},"apc_paid":null,"fwci":2.5416,"has_fulltext":false,"cited_by_count":71,"citation_normalized_percentile":{"value":0.88720217,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":99},"biblio":{"volume":"46","issue":"3","first_page":"345","last_page":"349"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11040","display_name":"Personality Traits and Psychology","score":0.6851000189781189,"subfield":{"id":"https://openalex.org/subfields/3203","display_name":"Clinical Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11040","display_name":"Personality Traits and Psychology","score":0.6851000189781189,"subfield":{"id":"https://openalex.org/subfields/3203","display_name":"Clinical Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13841","display_name":"Psychology of Social Influence","score":0.20190000534057617,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12892","display_name":"Social Power and Status Dynamics","score":0.022600000724196434,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/listening","display_name":"listening","score":0.9670000076293945},{"id":"https://openalex.org/keywords/interpersonal-influence","display_name":"interpersonal influence","score":0.9990000128746033},{"id":"https://openalex.org/keywords/verbal-expression","display_name":"verbal expression","score":0.7580000162124634},{"id":"https://openalex.org/keywords/big-five-personality-traits","display_name":"Big Five personality traits","score":0.8069999814033508},{"id":"https://openalex.org/keywords/agreeableness","display_name":"agreeableness","score":0.9879999756813049},{"id":"https://openalex.org/keywords/openness-to-experience","display_name":"openness to experience","score":0.9700000286102295},{"id":"https://openalex.org/keywords/mediation","display_name":"mediation","score":0.6809999942779541},{"id":"https://openalex.org/keywords/professional-workers","display_name":"working professionals","score":0.6460000276565552}],"concepts":[{"id":"https://openalex.org/C177291462","wikidata":"https://www.wikidata.org/wiki/Q423038","display_name":"Active listening","level":2,"score":0.9395724534988403},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.8791185617446899},{"id":"https://openalex.org/C170760736","wikidata":"https://www.wikidata.org/wiki/Q380358","display_name":"Agreeableness","level":5,"score":0.7765308618545532},{"id":"https://openalex.org/C84976871","wikidata":"https://www.wikidata.org/wiki/Q2015673","display_name":"Openness to experience","level":2,"score":0.6508855819702148},{"id":"https://openalex.org/C164850336","wikidata":"https://www.wikidata.org/wiki/Q3685487","display_name":"Interpersonal communication","level":2,"score":0.6180102825164795},{"id":"https://openalex.org/C187288502","wikidata":"https://www.wikidata.org/wiki/Q641118","display_name":"Personality","level":2,"score":0.5527224540710449},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.5481602549552917},{"id":"https://openalex.org/C90559484","wikidata":"https://www.wikidata.org/wiki/Q778379","display_name":"Expression (computer science)","level":2,"score":0.4795762896537781},{"id":"https://openalex.org/C138496976","wikidata":"https://www.wikidata.org/wiki/Q175002","display_name":"Developmental psychology","level":1,"score":0.40275269746780396},{"id":"https://openalex.org/C2865642","wikidata":"https://www.wikidata.org/wiki/Q378132","display_name":"Big Five personality traits","level":3,"score":0.3916013240814209},{"id":"https://openalex.org/C127816348","wikidata":"https://www.wikidata.org/wiki/Q127588","display_name":"Extraversion and introversion","level":4,"score":0.27287429571151733},{"id":"https://openalex.org/C46312422","wikidata":"https://www.wikidata.org/wiki/Q11024","display_name":"Communication","level":1,"score":0.09507492184638977},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.0},{"id":"https://openalex.org/C199360897","wikidata":"https://www.wikidata.org/wiki/Q9143","display_name":"Programming language","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1016/j.jrp.2012.01.010","doi":"https://doi.org/10.1016/j.jrp.2012.01.010","is_oa":false,"landing_page_url":"https://doi.org/10.1016/j.jrp.2012.01.010","pdf_url":null,"source":{"id":"https://openalex.org/S156995526","display_name":"Journal of Research in Personality","issn_l":"0092-6566","issn":["0092-6566","1095-7251"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-b","cwts-core","dongbi-b","erih-plus","jufo-2","ki-jl-1","norway-1","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Research in Personality","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[{"display_name":"Observational Study","id":"https://openalex.org/study-designs/observational-study"}],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":24,"referenced_works":["https://openalex.org/W1420663423","https://openalex.org/W1488837022","https://openalex.org/W1641003075","https://openalex.org/W1971711030","https://openalex.org/W1986223112","https://openalex.org/W2037754528","https://openalex.org/W2038702827","https://openalex.org/W2072616714","https://openalex.org/W2076579832","https://openalex.org/W2121249362","https://openalex.org/W2130265624","https://openalex.org/W2136566622","https://openalex.org/W2139570881","https://openalex.org/W2140893254","https://openalex.org/W2144798068","https://openalex.org/W2148756079","https://openalex.org/W2151932125","https://openalex.org/W2162090451","https://openalex.org/W2164047671","https://openalex.org/W2783571795","https://openalex.org/W2797247465","https://openalex.org/W4250284246","https://openalex.org/W4255293871","https://openalex.org/W4299733421"],"related_works":["https://openalex.org/W2259728242","https://openalex.org/W2057046008","https://openalex.org/W4236588299","https://openalex.org/W2476565094","https://openalex.org/W1994230647","https://openalex.org/W2032281802","https://openalex.org/W2032499092","https://openalex.org/W2604099369","https://openalex.org/W6887686012","https://openalex.org/W794171954"],"abstract_inverted_index":null,"counts_by_year":[{"year":2026,"cited_by_count":3},{"year":2025,"cited_by_count":2},{"year":2024,"cited_by_count":4},{"year":2023,"cited_by_count":10},{"year":2022,"cited_by_count":6},{"year":2021,"cited_by_count":7},{"year":2020,"cited_by_count":7},{"year":2019,"cited_by_count":9},{"year":2018,"cited_by_count":6},{"year":2017,"cited_by_count":5},{"year":2016,"cited_by_count":5},{"year":2015,"cited_by_count":1},{"year":2014,"cited_by_count":4},{"year":2013,"cited_by_count":2}],"updated_date":"2026-10-17T09:40:24.721904","created_date":"2016-06-24T00:00:00"}
