Ingratiation: Make Others Feel Important
Ingratiation is gaining favor by deliberate effort. Ingratiation techniques can include compliments, flattery, and agreeableness. Ingratiation can also involve a special recognition of someone such as, ‘‘We don’t usually do this, but in your case I’m going to make an exception,’’ or ‘‘I am personally going to take care of this matter and see that you get what you want.’’ Many people consider ingratiation sucking up or brown-nosing, but it is an effective technique for making others more persuadable. The reason this strategy works is because The Law of Esteem increases likability and promotes an increase in ego.
Research has demonstrated these conclusions about using ingratiation. In one study, ‘‘ingratiators’’ were perceived as more competent, motivated, and qualified for leadership positions by their supervisors.[9] In another study, subordinates who used ingratiation developed an increased job satisfaction for themselves, their coworkers, and their supervisor.[10] In yet another study, ingratiators enjoyed a 5 percent edge over noningratiators in earning more favorable job evaluations.[11] Ingratiation works even when it is perceived as a deliberate effort to win someone over. Our esteem is so starved that we accept any flattery or praise we can get.
[9]J. D. Watt, ‘‘The Impact of Frequency of Ingratiation on the Performance Evaluation of Bank Personnel,’’ Journal of Psychology 127, 2 (1993): 171–177.
[10]S. J. Wayne and R. C. Liden, ‘‘Effects of Impression Management on Performance Ratings: A Longitudinal Study,’’ Academy of Management Journal 38, 1 (1995): 232–260.
[11]R. J. Deluga, ‘‘Supervisor Trust Building, Leader-Member Exchange and Organizational Citizenship Behaviour,’’ Journal of Occupational and Organizational Psychology 67 (1994): 315–326.
Taken From : Maximum Influence : The 12 Universal Laws of power Persuasion
This entry was posted on Thursday, July 9th, 2009 at 5:09 pm and is filed under Uncategorized. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.
