The effect of leader and follower extraversion on leader-member exchange: An interpersonal perspective incorporating power distance orientation

Organizational research commonly proposes that leader and/or follower extraversion will be positively related to leader-member exchange (LMX). The assumption is that being social translates into high-quality relationships. We move beyond this intrapersonal hypothesis and offer an interpersonal hypothesis. Following similarity-attraction theory, we suggest that leader-follower extraversion similarity positively relates to LMX. We also suggest that this relationship depends on follower perspectives regarding appropriate relationship power dynamics. Polynomial regression and moderated polynomial regression analysis using 374 leader-follower dyads found that the relationship between leader-follower extraversion similarity and LMX is significant for followers high in power distance orientation (PDO), but not for followers low in PDO. We also found that low PDO enhances the effect of follower extraversion on LMX, and that for high PDO followers, LMX was highest when leader-follower similarity occurred at extreme levels along the extraversion-introversion continuum compared to similarity at moderate levels (i.e., ambiverts).