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Interpersonal style: Are human social orientations guided by generalized interpersonal needs?

This study explores the nature of interpersonal style as described by the perceptions of people engaged in social interaction. Furthermore, it examines whether human social orientations are guided by generalized interpersonal needs, such as those articulated by social exchange theory. Using an inductive approach, a list was created of 819 unique ways that people describe the social orientation of others. Data reduction techniques (Q‐sort, cluster analysis, and multidimensional scaling) yielded a two‐dimensional solution accounting for 89% of the variance in the model. The primary dimension describes behaviors ranging from hostile and insulting to considerate and nurturing, suggesting that interaction with the other would be rewarding (and therefore approached) or costly (and thus avoided). The second dimension describes the degree to which the other is expected to assert her/himself during interactions, thus realizing the expected rewards/costs. Results are discussed in terms of their support for social exchange theory, in particular, and as general support for a conceptualization of social behavior as reflecting stylistic differences.