The social style matrix is based on patterns of communication that characterize communication behavior based on two dimensions:
assertiveness and responsiveness
. Analyticals focus on facts, details, and analysis to decide but are reserved in their interactions with people. They want to know the “how.”
What are the 4 Social Styles? The Four SOCIAL STYLES are
the Driving Style, the Expressive Style, the Amiable Style, and the Analytical Style
. TRACOM created the SOCIAL STYLE Model based on the four unique Styles, with each having different ways of using time and predictable ways of interacting and making decisions.
A person’s Social Style is determined by combining two dimensions of behavior –
assertiveness and responsiveness
.
- Analytical: Control/Ask – This person is serious and calculating.
- Driving: Control/Tell – This person likes to be in charge and is emotionally under control.
- Expressive: Emote/Tell – This person is an extrovert with a tendency toward drama.
What is meant by assertiveness and responsiveness as dimensions of behavioral style?
What is meant by assertiveness and responsiveness as dimensions of behavioral style? Is to help
make it possible to develop a map of what others are doing or saying
. Nonsertive=asking, Assertive=telling, Non-responsive=controlled, Responsive=emotional. Low Assertiveness and High Responsiveness. Amiable.
The social style matrix is
based on patterns of communication that characterize communication behavior based on two dimensions
: assertiveness and responsiveness. Analyticals focus on facts, details, and analysis to decide but are reserved in their interactions with people. They want to know the “how.”
The three dimensions Merrill and Reid focused on in creating the Social Style Model were – in their words –
assertiveness, responsiveness and versatility
.
The Analytical Style:
Thoughtful, Reserved & Slow-paced
People
with an Analytical SOCIAL STYLE are typically described by others as quiet, logical and sometimes reserved or cautious. They tend to appear distant from others and may not communicate unless there is a specific need to do so.
“Social style” is the
behavior that one exhibits when interacting with others
. Being aware of your own social style helps a person develop relationships, particularly at work.
People with an Expressive SOCIAL STYLE tend to be
more willing to make their feelings known to others
. They can appear to react impulsively and openly show both positive and negative feelings. They are typically described by others as personable, talkative and sometimes opinionated.
The Social Style Model was developer by
Psychologists David Merrill and Roger Reid
in the early 1950s. They used factor analysis to identify two scales, identified as assertiveness and responsiveness. This results in a model that has four quadrants which identify four social styles.
The Driving Style is
Controlling, Decisive & Fast-paced
People with a Driving SOCIAL STYLE are seen by others as direct, active, forceful and determined. They initiate social interaction and they focus their efforts and the efforts of others on the goals and objectives they wish to get accomplished.
The hypothesis describes Type A individuals as
outgoing, ambitious, rigidly organized, highly status-conscious, impatient, anxious, proactive, and concerned with time management
. People with Type A personalities are often high-achieving “workaholics”.
What is assertiveness and responsiveness?
Assertiveness is
the degree to which people’s behaviour is seen as forceful and directive
. Assertive people are more energetic and quick to action than less assertive people. Responsiveness is the degree to which people are seen as showing emotions or demonstrating sensitivity.
The Driver Social Style
is located in the lower left quadrant of Figure 1. They are result- oriented. Drivers blend a high degree of emotional self-control (low responsiveness) with a high degree of assertiveness. They are task-oriented people who know what they want and where they are going.
What is a backup style and what is its importance to the salesperson?
What is a backup style and what is the importance to a salesperson?
A social style that is only used sometimes
, especially when someone is under stress. This is important to know because we respond to a style that is similar to our own. Conflict can happen if we use or stay in our own style.
What is ask assertive?
Social Style describes people on the assertive continuum from Ask to Tell. Ask assertive people
are slower to decide
, ask more questions (because they are questioning every situation), are less aggressive, and more process oriented. … Ask assertive people almost never interrupt; to them it’s rude.
What are the 4 personality styles?
The four personality types are:
Driver, Expressive, Amiable, and Analytical
. There are two variables to identify any personality: Are they better at facts & data or relationships? And are they introverted or extroverted.
What are the three sources of versatility?
David Merrill and Roger Reid, creators of the SOCIAL STYLE ModelTM, determined that Versatility can be measured along four dimensions:
Image, Presentation, Competence and Feedback
. These four sources of Versatility form the basis for adjusting your behavior to increase your interpersonal effectiveness with others.
What are the four behavioral styles?
A behavioural style refers simply to how someone acts at any one time. The four behavioural styles we are primarily interested in are the
aggressive, passive, assertive and upset styles
.
What is expressive style in psychology?
People with an expressive style
love to express their inner thoughts and feelings
. Toddlers with an expressive style generally use language to talk about their feelings and the feelings of others. … In adulthood, people with an expressive style are often very in tune with their emotions and with the emotions of others.
With an understanding of the Social Styles, it’s
easier to identify where customers are coming
from and how they communicate. A contact center agent can use their knowledge of Social Styles to effectively manage difficult situations and know what to say to put the customer at ease and give them a great experience.
unconstrainedadjective.
free from constraint
. “he was unconstrained by any of the sanctions of polite society”; “the dog was unconstrained”; “idle, unconstrained gossip”
What is analytical working style?
Analyticals: Analytical people are those
who have a tendency towards perfectionism
. They deal in facts, data, logic and details. They are sometimes slow to make decisions because they want to be sure before taking action. … On the other hand, the decisions and information they provide are usually accurate and thoughtful.
What are the main personality types?
The five major personality types are conceived to be
Conscientiousness, Extroversion, Openness, Agreeableness, and Neuroticism
.
What are example characteristics of someone with a Type A personality quizlet?
A Type A person is
time pressured, competitive and easily made angry and this anger is the direct inwards
. A type B person is usually more creative and empathetic. Are not time pressured and are often unaware of time.
What are the major communication styles proposed by Merrill and Reid?
According to Merrill and Reid, there are four social styles:
Analyticals, Drivers, Expressives and Amiables
. Each has its own unique language, thought processes and approach to business.
What is a driving style?
Driving style generally refers to
the way a driver prefers to or habitually drives the car
(Motonori et al., 2007; Martinussen et al., 2014). It is based on a compilation of cognitive, emotional, sensory and motor factors occurring over space and time (Lin et al., 2006a; Yang et al., 2018).
What is a passive response?
Passive Behavior involves
saying nothing in a response, keeping feelings to yourself, hiding feelings from others
, and perhaps even hiding your feelings from yourself.
What is the difference between Type A and Type B personality?
People with Type A personality traits are aggressive, ambitious, controlling, highly competitive, preoccupied with status, workaholics, hostile, and lack patience. People with Type B personality traits are
relaxed, less stressed, flexible, emotional and expressive, and have
a laid-back attitude.
Who is Reid Merrill?
In the early 1960s, two
industrial psychologists
, David Merrill and Roger Reid wanted to understand whether they could predict managerial, leadership and sales performance. To do this, they explored how people behave in social situations.
How do you respond to assertive Behaviour?
Actively listen, look alert and don’t get distracted.
Control your body language
– don’t let your body speak for you instead of your mouth. Don’t fidget, shrug your shoulders, use submissive facial expressions or body language. All of these traits signal that you lack self-confidence and could make you look apologetic.
What is passive communication style?
PASSIVE COMMUNICATION is a
style in which individuals have developed a pattern of avoiding expressing their opinions or feelings
, protecting their rights, and identifying and meeting their needs. As a result, passive individuals do not respond overtly to hurtful or anger-inducing situations.
