Ingratiation

Definition

Ingratiation is a strategic influence tactic where an individual seeks to gain favor or approval from another person through flattery, compliments, or other forms of likable behavior. This tactic is often used in social or organizational contexts to create positive impressions and strengthen relationships, ultimately aiding in the pursuit of personal or professional goals.

5 Must Know Facts For Your Next Test

1. Ingratiation can involve both direct and indirect methods, such as complimenting someone’s work or finding common interests to bond over.
2. This tactic is particularly effective in hierarchical relationships, as it can help lower-status individuals navigate power dynamics.
3. Ingratiation can lead to enhanced networking opportunities, as it fosters goodwill and increases the likelihood of receiving support from others.
4. While ingratiation can be beneficial, overdoing it may come off as insincere or manipulative, which can backfire.
5. Research shows that ingratiation is more likely to be successful when the target perceives the flatterer as genuinely liking them.

Review Questions

• How does ingratiation function as an influence tactic in interpersonal relationships?
  • Ingratiation serves as a way to build rapport and gain favor through positive behaviors like flattery or shared interests. By making the other person feel good about themselves or appreciated, the ingratiator increases their own likability. This tactic can create a foundation for trust and collaboration, making it easier to achieve personal or professional goals in interpersonal relationships.
• What are the potential risks of using ingratiation excessively in a professional environment?
  • Using ingratiation excessively can lead to perceptions of insincerity or manipulation among colleagues. If individuals feel that flattery is disingenuous or self-serving, they may become distrustful and less willing to engage with the ingratiator. This could damage professional relationships and hinder the effectiveness of genuine influence tactics in the long run.
• Evaluate the effectiveness of ingratiation compared to other influence tactics, such as assertiveness or rational persuasion.
  • Ingratiation can be very effective in gaining initial acceptance and building rapport, especially in hierarchical settings where status differences exist. However, it may not be as effective in situations requiring direct problem-solving or decision-making where assertiveness and rational persuasion are more appropriate. While ingratiation focuses on emotional connections and likability, other tactics like rational persuasion rely on logical arguments. The best approach often involves a combination of these tactics tailored to the context and individuals involved.

Related terms

Flattery: A form of praise that is often exaggerated or insincere, aimed at winning favor from someone.

Social Influence: The process by which individuals change their thoughts, feelings, or behaviors due to the real or imagined presence of others.

Reciprocity:

A social norm that suggests people are inclined to return favors or respond positively to those who have helped them.