It was at the tail end of another long, hard day in the office when I received an unexpected call from head office in South Korea.I picked up the phone and heard an angry male Korean voice. Working off-campus? Ingratiation includes any form of flattery done either before or during the influence attempt. Traditionally, ingratiation has been viewed as a set of individually-initiated behaviors. Employee ingratiation behaviors can have immediate harmful effects on productivity and civility in the workplace. Extreme ingratiation in the workplace. Year of publication: 2013. job tension, emotional exhaustion, and depressed mood at work) by focusing on the joint moderating effects of ingratiation and political skill. The results from a survey of 228 supervisor–subordinate dyads in Chinese firms indicated that subordinates with high political skill are less likely to have their exhibited ingratiation behaviour perceived by their supervisors; however, supervisors with high political skill are likely to perceive ingratiation behaviour demonstrated by their subordinates. Size: 256K. Authors: Wu, Long-Zeng; Kwan, Ho Kwong; Wei, Li-Qun; Liu, Jun: Published in: Journal of Management Studies. Enter your email address below and we will send you your username, If the address matches an existing account you will receive an email with instructions to retrieve your username, I have read and accept the Wiley Online Library Terms and Conditions of Use. Ford Harrison Law on LinkedIn. Journal of Management Studies, Vol. In a work environment, ingratiation occurs when an employee aims to impress superiors by increasing his/her attractiveness.2 For example, using survey data from Forbes 500 companies, Westphal and Stern (2006) provide evidence that managers use interpersonal influence activity as a substitute for elite credentials to obtain boardroom appointments. A) Flattering your boss B) Helping co-workers with their work. 50, Issue 6, pp. The request may be explicit (e.g., foot-in-the-door technique) or implicit (e.g., advertising).The target may or may not recognize that they are being urged to act in a particular way. Thus, ingratiation can be a way to influence people. E) Only helping co-workers and seeking advice from others represent examples of ingratiation. As a result, our understandings of ingratiation becomes narrow and incomplete (Tsang, 2014). Ingratiation, or deliberately attempting to get someone to like oneself, is an influence tactic that can be utilized in the workplace. C) Seeking advice from other people. Importantly for persuasion, there is also an exchange dynamic created whereby they feel obliged to repay the kindness. Informed by balance theory, the present study proposes that subordinate and supervisor political skill impacts the effectiveness of ingratiation attempts. Hui, Chun & Law, Kenneth S. & Chen, Zhen Xiong, 1999. Date: 2013 References: View references in EconPapers View complete reference list from CitEc Citations: View citations in EconPapers (1) Track citations by RSS feed All this work was done in a couple of weeks; indeed, twenty-nine of the Quebec Resolutions were dealt with on the first day. In-group members enjoys benefits from managers while outgroup members do not get the same treatment in the workplace. Flattery and agreement work because to reject the flatterer is to reject the positive comments about oneself. D) All of these are forms of ingratiation. This paper concentrates on the subordinate ingratiation of the superior. TreSensa. Please check your email for instructions on resetting your password. Ingratiation is a psychological technique in which an individual attempts to influence another person by becoming more likeable to their target. This term was coined by social psychologist Edward E. Jones, who further defined ingratiation as "a class of strategic behaviors illicitly designed to influence a particular other person concerning the attractiveness of one's personal qualities." ACHIEVING CAREER SUCCESS At work, employees want their superiors to like them. E)Only helping coworkers and seeking advice from others represent examples of ingratiation. Although there is evidence that the consequences of ingratiation are not always positive, little research considers the dark effect of ingratiation on the ingratiator. Ingratiation refers to different forms of making others feel good about themselves. Jamie Lee. Lee has been able to convince his friends to see the movie he wants to see by explaining why they will all like it better and that the price is lower than the other choices. Although there is evidence that the consequences of ingratiation are not always positive, little research considers the dark effect of ingratiation on the ingratiator. The Effectiveness of Flattery and Ingratiation in the Workplace. Suggested Citation, Room B906Xianjin BuildingBeijing, Beijing 100872China, Wiley-Blackwell: Journal of Management Studies, Subscribe to this free journal for more curated articles on this topic, Decision Making, Organizational Behavior & Performance eJournal, Subscribe to this fee journal for more curated articles on this topic, Change Management & Organizational Behavior eJournal, Cultural Dimensions & Organizational Behavior eJournal, Strategy & Organizational Behavior eJournal, Human Resource Management & Organizational Behavior eJournal, Innovation & Organizational Behavior eJournal, Emerging Research within Organizational Behavior eJournal, Organizational Behavior & Key Stakeholders eJournal, Individual Issues & Organizational Behavior eJournal, Emerging Markets: Theory & Practice eJournal. Co-Workers and seeking advice from others represent examples of ingratiation ’ t just about finding ways get... 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Have previously obtained access with your friends and colleagues: Wiley Blackwell: Saved in: check full access. Ingratiates them situations and settings, or deliberately attempting to get right rewarded Kerr.

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