Ingratiation

Definition

Ingratiation is a self-presentation strategy in which an individual attempts to gain favor or approval from another person by engaging in behaviors designed to make the other person like them. This involves tactics such as conforming to the other person's preferences, offering compliments, or doing favors in order to be perceived more positively.

5 Must Know Facts For Your Next Test

1. Ingratiation is a common self-presentation tactic used to create a favorable impression and gain social acceptance or benefits.
2. Individuals may use ingratiation to influence the perceptions and evaluations of others, such as supervisors, teachers, or potential romantic partners.
3. Successful ingratiation can lead to positive outcomes like receiving better performance evaluations, higher salaries, or preferential treatment.
4. However, excessive or insincere ingratiation can be perceived as manipulative and may backfire, damaging the individual's credibility and trustworthiness.
5. Research has shown that people are generally able to detect when ingratiation is being used, and may respond more positively to genuine, authentic self-presentation.

Review Questions

• Explain how the self-presentation strategy of ingratiation can be used to influence others' perceptions and evaluations.
  • Ingratiation involves engaging in behaviors designed to make another person like you or view you more positively. This can include conforming to the other person's preferences, offering compliments, or doing favors for them. The goal is to create a favorable impression and gain social acceptance or benefits, such as receiving better performance evaluations, higher salaries, or preferential treatment. However, excessive or insincere ingratiation can be perceived as manipulative and may backfire, damaging the individual's credibility and trustworthiness.
• Analyze the potential risks and drawbacks associated with using ingratiation as a self-presentation strategy.
  • While ingratiation can be an effective self-presentation tactic in some situations, it also carries several risks and potential drawbacks. First, if the ingratiation is perceived as insincere or overly excessive, it can damage the individual's credibility and trustworthiness in the eyes of others. People are generally able to detect when ingratiation is being used, and may respond more positively to genuine, authentic self-presentation. Additionally, relying too heavily on ingratiation can lead to a lack of authenticity and self-expression, as the individual may feel compelled to conform to the preferences of others rather than being true to themselves. Finally, the use of ingratiation can be seen as manipulative, which can negatively impact the quality of interpersonal relationships and lead to a lack of genuine connection with others.
• Evaluate the ethical considerations surrounding the use of ingratiation as a self-presentation strategy, and discuss how individuals can strike a balance between effectively managing impressions and maintaining authenticity and integrity.
  • The use of ingratiation as a self-presentation strategy raises several ethical considerations. On one hand, ingratiation can be an effective way for individuals to create favorable impressions and achieve desired outcomes, such as gaining social acceptance or professional advancement. However, the use of ingratiation can also be viewed as manipulative, as it involves deliberately shaping others' perceptions through strategic behaviors rather than being true to oneself. This can lead to a lack of authenticity and integrity, and may ultimately damage the quality of interpersonal relationships. To strike a balance, individuals should strive to engage in self-presentation that is authentic and aligned with their values, while also being mindful of the social dynamics and contextual factors that may influence how their behaviors are perceived. This may involve selectively using ingratiation tactics in appropriate situations, but also cultivating a strong sense of self-awareness and the courage to express their true selves, even if it means risking social disapproval or rejection at times. Ultimately, the ethical use of ingratiation requires a delicate balance between effectively managing impressions and maintaining personal integrity.

Related terms

Self-Presentation: The process by which individuals attempt to control the impressions others form of them, often by engaging in strategic behaviors.

Impression Management:

The conscious or unconscious processes by which people try to influence the impressions others form of them.

Conformity:

The act of matching attitudes, beliefs, and behaviors to group norms, often to gain acceptance or approval.