Social Style

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Social Style
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Social Style Model classifies people through their interaction with others and their personality traits. The instrument was developed by TRACOM Group on the grounds of David Merrill and Roger Reid theory originated in 1981[1]. Social Style Model has a lot of applications based on an interpersonal relationship such as it is useful to set down the sort of jobs in which employees will fit in the best or the worst. It can also make use of improving your daily communications with others by identifying a person's preferences and make considered decisions to feel that person comfortable.

Four Social Styles

The model represents four styles in which a particular style expresses itself by people's everyday interactions. By collating two aspects such as Assertiveness and Responsiveness arise the opportunity to identify four styles[2].

The four styles are[3]:

  • Driving (Tell Assertive + Control Responsive) Characteristics: Courageous, committed, clearly defined goals, determined.
  • Expressive (Tell Assertive + Emote Responsively) Characteristics: Talkative, positive, enthusiastic, emotional, dramatic.
  • Amiable (Ask Assertive + Emote Responsively) Characteristics: Dependable, charming, patient, dislike pressure, sociable, cautious.
  • Analytical (Ask Assertive + Control Responsive) Characteristics: Thinker, inquisitive, hesitant, serious persistent, careful.

Influencing to a different social styles

Different social styles require different approaches to conversation. Understanding and distinguishing between these styles, can lead the conversation differently in our favor. Knowing a little bit about preferred style another person, you can properly present your argument to better influence your interlocutor and avoid situations that the personality cannot tolerate.

To Influencing analyticals be organized, provide data and solid, practical fact in a logical format. Give them time to think about it all. Don't joke, don't use the opinion of other people as evidence and don't rush the process of decision-making[4].

To Influencing Drivers be specific, brief, clear and to the point. Prepare and present for Them various variants and options so that they can make their own thoughtful decision. Don't try to ask about personal life, don't ask irrelevant or rhetorical questions and the most important thing is not to waste their precious time[5].

To Influencing Amiables break the ice first, start with funny personal comments, be responsive and listen. Present your issue softly, in a non-threatening way. Don't be rapid and abrupt, do not go to the business too quickly. Don't be incomprehensible, do not propose many options and solutions[6].

To Influencing Expressives support their intuitions and dreams, ask for their ideas and opinions about people. Sometimes deviating from the topic. Don't be tight-lipped, curt or cold. Don't be dogmatic, don't concentrate on figures and facts, don't stick to the agenda too rigidly[7].


  1. Gambino F.M. (1993)
  2. Pierce F.D. (2005)
  3. Mulqueen C., Ph.D. (2010)
  4. Gambino F.M. (1993)
  5. Mulqueen C., Ph.D. (2010)
  6. Mulqueen C., Ph.D. (2010)
  7. Gambino F.M. (1993)


Author: Adrianna Lisak