Machiavellianism and Economic Opportunism

Yves Thépaut (), Maria Sakalaki () and Clive Richardson
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Yves Thépaut: CES - Centre d'économie de la Sorbonne - UP1 - Université Paris 1 Panthéon-Sorbonne - CNRS - Centre National de la Recherche Scientifique
Maria Sakalaki: Panteion University of Social and Political Sciences
Clive Richardson: Department of Economic and Regional Development - Panteion University of Social and Political Sciences

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Abstract: This study explores the relationship between 2 defecting strategies based on the manipulation of information; namely, Machiavellianism and economic opportunism. There are 3 main hypotheses that were confirmed in questionnaire investigations among samples of 191 and 113 university students in Athens. Machiavellianism was positively correlated with economic opportunism, shown by a statistically highly significant positive correlation between scores on scales measuring these 2 concepts. In situations of asymmetric information where they held the advantage, high Machs adopted more opportunistic strategies, showing the greatest inclination to maximize their own profit. High Machs showed less trust in potential economic partners, whom they regarded as untrustworthy maximizers.

Keywords: asymétrie d'information; machiavellianisme; stratégies opportunistes.; stratégies opportunistes (search for similar items in EconPapers)
Date: 2007
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Citations: View citations in EconPapers (21)

Published in Journal of Applied Social Psychology, 2007, 37 (6), pp.1181-1190. ⟨10.1111/j.1559-1816.2007.00208.x⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:halshs-00442018

DOI: 10.1111/j.1559-1816.2007.00208.x

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