Personality correlates of Machiavellianism: V. Machiavellianism, extraversion and toughmindedness in business

Previous research has demonstrated a relationship between Machiavellianism and a preference for business occupations. The present study tested the hypothesis that this Machiavellian-business connection is mediated by other personality characteristics. Support was obtained for predictions that, compared to Non-Business High Machs, Business High Machs would (i) differ little on Neuroticism (low) or Pchoticism (high), but (ii) score significantly higher on Extraversion, as measured by the Eysenck Personality Questionnaire. The links between sociability (Extraversion), toughmindedness (Psychoticism) and skills in interpersonal manipulation (Machiavellianism) are discussed in terms of their complementary implications for effective business behaviour.