Persuading Personality Types: Survey Questions and Results

From June 21, 2010 through June 30, 2010 I conducted a survey to try to determine the best influence approaches for different people based on personality type. In all, 265 people participated with the following breakdown by personality type: Driver/Pragmatic – 96 (36.2%)
Influencer/Expressive – 63 (23.8%)
Amiable/Facilitator – 58 (21.9%)
Thinker/Analytic – 48 (18.1%) Below are the 10 survey questions. After each question you’ll see the three possible answers. In parentheses is the principle of influence associated with the answer. Following each answer you’ll see the percentage of people in each personality category that chose that particular answer. The “Average” category is the overall percentage of all people that chose the answer regardless of personality type. 1. There’s a popular movie out, one you’ve been thinking about seeing. Which would be most likely to get you to go? a. A couple of good friends are going. (Liking)
Driver/Pragmatic – 59.4%
Influencer/Expressive – 68.3%
Amiable/Facilitator – 74.1%
Thinker/Analytic – 60.4%
Average – 64.9% b. Critics are giving it two thumbs up. (Authority)
Driver/Pragmatic – 17.7%
Influencer/Expressive – 14.3%
Amiable/Facilitator – 20.7%
Thinker/Analytic – 27.1%
Average – 19.2% c. It’s only in theaters till the end of the weekend. (Scarcity)
Driver/Pragmatic – 22.9%
Influencer/Expressive – 17.5%
Amiable/Facilitator – 5.2%
Thinker/Analytic – 12.5%
Average – 15.8% 2. Which would be most likely to get you to go out to dinner? a. The couple who invited you bought your dinner last time. (Reciprocity)
Driver/Pragmatic – 10.5%
Influencer/Expressive – 4.8%
Amiable/Facilitator – 10.3%
Thinker/Analytic – 12.5%
Average – 9.5% b. There will be a group of people which might make it more fun. (Consensus)
Driver/Pragmatic – 43.2%
Influencer/Expressive – 66.7%
Amiable/Facilitator – 41.4%
Thinker/Analytic – 33.3%
Average – 46.6% c. You’ve told your friends you want to spend more time with them so here’s your chance. (Consistency)
Driver/Pragmatic – 46.3%
Influencer/Expressive – 28.6%
Amiable/Facilitator – 48.3%
Thinker/Analytic – 54.2%
Average – 43.9% 3. You’ve been considering buying a new laptop, one that’s on the more expensive side. Which most influences your buying decision? a. A friend has the same laptop and loves it. (Liking)
Driver/Pragmatic – 13.5%
Influencer/Expressive – 33.3%
Amiable/Facilitator – 19.0%
Thinker/Analytic – 20.8%
Average – 20.8 b. It’s rated as excellent in all the online reviews you’ve seen. (Authority)
Driver/Pragmatic – 64.6%
Influencer/Expressive – 42.9%
Amiable/Facilitator – 62.1%
Thinker/Analytic – 56.3%
Average – 57.4% c. It’s on sale but only while supplies last. (Scarcity)
Driver/Pragmatic – 21.9%
Influencer/Expressive – 23.8%
Amiable/Facilitator – 19.0%
Thinker/Analytic – 22.9%
Average – 21.9% 4. Someone is trying to set you up on a date with a friend of theirs. Which is the biggest reason you decide to go? a. The person who is trying to set up the date is one of your closest friends. (Liking)
Driver/Pragmatic – 22.1%
Influencer/Expressive – 19.4%
Amiable/Facilitator – 19.0%
Thinker/Analytic – 12.5%
Average – 19.0% b. Several friends know the potential date and have good things to say. (Consensus)
Driver/Pragmatic – 31.6%
Influencer/Expressive – 46.8%
Amiable/Facilitator – 43.1%
Thinker/Analytic – 45.8%
Average – 40.3% c. A good friend reminded you this person has all the qualities you always say you’re looking for in a relationship. (Consistency)
Driver/Pragmatic – 46.3%
Influencer/Expressive – 33.9%
Amiable/Facilitator – 37.9%
Thinker/Analytic – 41.7%
Average – 40.7% 5. There’s a knock at the door and a little girl from the neighborhood is selling Girl Scout cookies. Despite promising yourself you were going to start watching your weight you order some because: a. You remember this girl’s parents bought things from your child in the past. (Reciprocity)
Driver/Pragmatic – 47.9%
Influencer/Expressive – 45.2%
Amiable/Facilitator – 55.2%
Thinker/Analytic – 38.3%
Average – 47.1% b. She tells you everyone in the neighborhood’s bought some so far and she only needs a few more sales to win a prize. (Consensus)
Driver/Pragmatic – 16.7%
Influencer/Expressive – 22.6%
Amiable/Facilitator – 24.1%
Thinker/Analytic – 19.1%
Average – 20.2% c. You didn’t buy last time the girl was selling things so you told her to come back another time. (Consistency)
Driver/Pragmatic – 35.4%
Influencer/Expressive – 32.3%
Amiable/Facilitator – 20.7%
Thinker/Analytic – 42.6%
Average – 32.7% 6. You’re married and your spouse asks you to do some light home repairs that might take several hours. You do them primarily because: a. Your spouse does lots around the house so it’s the least you can do. (Reciprocity)
Driver/Pragmatic – 69.8%
Influencer/Expressive – 77.8%
Amiable/Facilitator – 68.4%
Thinker/Analytic – 77.1%
Average – 72.7% b. Your spouse reminded you that other spouses generally do these kinds of things around the house to help out. (Consensus)
Driver/Pragmatic – 3.1%
Influencer/Expressive – 1.6%
Amiable/Facilitator – 3.5%
Thinker/Analytic – 0.0%
Average – 2.3% c. You’re going on vacation soon so either you get the repairs done now or spend money on a repairman. (Scarcity)
Driver/Pragmatic – 27.1%
Influencer/Expressive – 20.6%
Amiable/Facilitator – 28.1%
Thinker/Analytic – 22.9%
Average – 25.0% 7. You get invited to a wedding and it’s the same weekend you planned to start your family vacation. The couple mentioned the date when they set it but you forgot about it when you planned this vacation. You decide to go and the biggest reason is: a. The couple came to your wedding. (Reciprocity)
Driver/Pragmatic – 5.3%
Influencer/Expressive – 11.1%
Amiable/Facilitator – 1.7%
Thinker/Analytic – 0.0%
Average – 4.9% b. Several good friends from college will be there and they’re asking you to come and relive the good old days. (Consensus)
Driver/Pragmatic – 9.6%
Influencer/Expressive – 12.7%
Amiable/Facilitator – 5.2%
Thinker/Analytic – 6.3%
Average – 8.7% c. You’ve told them, “Absolutely we’ll be there” when they mentioned it shortly after setting the date. (Consistency)
Driver/Pragmatic – 85.1%
Influencer/Expressive – 76.2%
Amiable/Facilitator – 93.1%
Thinker/Analytic – 93.8%
Average – 86.3% 8. You’re trying to decide about whether or not to leave the company you’ve been at for more than 10 years for a new opportunity. Which plays into your decision most? a. A good friend works at the company you’re considering and it would be great to work with them. (Liking)
Driver/Pragmatic – 8.3%
Influencer/Expressive – 15.9%
Amiable/Facilitator – 10.5%
Thinker/Analytic – 10.4%
Average – 11.0% b. You read in several business magazines it’s one of the top companies to work for. (Authority)
Driver/Pragmatic – 54.2%
Influencer/Expressive – 42.9%
Amiable/Facilitator – 56.1%
Thinker/Analytic – 68.8%
Average – 54.5% c. You know they only hire a handful of people each year into this prestigious training program. (Scarcity)
Driver/Pragmatic – 37.5%
Influencer/Expressive – 41.3%
Amiable/Facilitator – 33.3%
Thinker/Analytic – 20.8%
Average – 35.5% 9. You decide to buy a new car. Which of the following plays into your decision the most? a. The salesman is an acquaintance who helped you out big time when he worked for a different company, one that did business with your company. (Reciprocity)
Driver/Pragmatic – 7.3%
Influencer/Expressive – 20.6%
Amiable/Facilitator – 5.2%
Thinker/Analytic – 10.4%
Average – 10.6% b. The car has the highest consumer reports rating. (Authority)
Driver/Pragmatic – 81.3%
Influencer/Expressive – 69.8%
Amiable/Facilitator – 81.0%
Thinker/Analytic – 72.9%
Average – 77.0% c. This is the last year for the body type you like. (Scarcity)
Driver/Pragmatic – 11.5%
Influencer/Expressive – 9.5%
Amiable/Facilitator – 13.8%
Thinker/Analytic – 16.7%
Average – 12.5% 10. Someone at work needs your help. You’re hesitant at first because you’re pressed for time before your vacation. You decide to work overtime and help mostly because: a. It’s a long-time friend. (Liking)
Driver/Pragmatic – 34.7%
Influencer/Expressive – 36.5%
Amiable/Facilitator – 50.0%
Thinker/Analytic – 16.7%
Average – 35.2% b. You were recommended by one of the senior managers because you’re one of the few people with the right technical background. (Authority)
Driver/Pragmatic – 27.4%
Influencer/Expressive – 33.3%
Amiable/Facilitator – 20.7%
Thinker/Analytic – 33.3%
Average – 28.4% c. The person mentioned how valuable your input was on a similar project a few months ago and you want to maintain that reputation. (Consistency)
Driver/Pragmatic – 37.9%
Influencer/Expressive – 30.2%
Amiable/Facilitator – 29.3%
Thinker/Analytic – 50.0%
Average – 37.4%Brianinfluencepeople
Helping You Learn to Hear “Yes”.

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Brian Ahearn, CMCT®
Brian Ahearn, CMCT®
Chief Influence Officer at Influence People, LLC
Brian Ahearn is the Chief Influence Officer at Influence People, LLC. A dynamic keynote speaker, trainer, coach, and consultant, he specializes in applying the science of influence and persuasion in business and personal situations. He is one of only 20 individuals in the world who currently holds the Cialdini Method Certified Trainer® (CMCT®) designation. This specialization in the psychology of persuasion was earned directly from Robert B. Cialdini, Ph.D. – the most cited living social psychologist in the world when it comes to the science of ethical persuasion. Brian’s passion is helping people achieve greater professional success and enjoy more personal happiness. He does this by teaching people how to ethically move others to action through the science of persuasion.
2 replies
  1. Sosthenes Kwame Boame
    Sosthenes Kwame Boame says:

    Congratulations Brian. This is awesome work and requires a lot of work.It'll take some time to digest all these info so I've printed them out to study. If I have any questions, I'll let you know. Deal?

    Reply

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