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Impression Management Techniques II: Ingratiation
Ingratiation refers to deliberate behaviors aimed at increasing one’s attractiveness or likability to a target person, often for strategic interperson…
Ingratiation involves using strategic behavior to increase a target person's liking for the individual. There are several ingratiation tactics.
First, opinion conformity occurs when an ingratiator expresses insincere agreement with a powerful target on important issues to gain approval.
The ingratiator appeals to the target's preference for like-minded individuals while avoiding suspicion by mixing agreement on key issues with disagreement on minor ones.
Second, 'other enhancement' involves using flattery to influence the target. Effective flattery avoids being vague or excessive and focuses on areas where the target seeks approval but lacks full confidence.
Third, supplication involves convincing a target person that one is needy and deserving of help. By presenting themselves as struggling, ingratiators aim to elicit sympathy and support.
Lastly, selective self-presentation involves highlighting personal traits to appear more appealing. This tactic involves two main strategies – self-promotion and self-deprecation.
Self-promotion highlights strengths and achievements to create a favorable impression, while self-deprecation uses modest statements to gain approval by signaling honesty and objectivity in self-appraisal.
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Q1: What is ingratiation and why do people use it?
Ingratiation involves using strategic behavior to increase a target person's liking for you, often for interpersonal or social gain. This tactic is especially prevalent in hierarchical contexts where influencing someone with greater power or authority yields significant benefits. By employing various ingratiation strategies, individuals aim to foster favor and affiliation with their target.
Q2: How does opinion conformity work as an ingratiation tactic?
Opinion conformity occurs when an ingratiator expresses agreement with a powerful target on important issues to gain approval. To appear credible rather than sycophantic, the ingratiator typically agrees on major issues while expressing minor disagreements on less important ones. This approach capitalizes on the human preference for similarity while preserving an appearance of authenticity.
Q3: What makes flattery effective in other enhancement?
Other enhancement involves strategic flattery directed toward areas where the target harbors self-doubt but seeks validation. Effective flattery avoids being vague or excessive and focuses on specific praise that appears insightful and sincere. By offering affirmations in these targeted areas, the ingratiator enhances the target's self-image, increasing the likelihood of reciprocal positive regard.
Q4: How does supplication differ from other ingratiation tactics?
Supplication entails presenting oneself as vulnerable, needy, or overwhelmed to elicit empathy and assistance. Unlike other tactics that emphasize strength or agreement, supplication reframes the power dynamic by encouraging the target to adopt a helper role. This tactic is particularly effective when the ingratiator convincingly portrays their need as genuine and non-manipulative.
Q5: What are the two main strategies within selective self-presentation?
Selective self-presentation involves crafting a favorable self-image through self-promotion or self-deprecation. Self-promotion highlights competence, achievements, or desirable traits to foster respect and admiration. Self-deprecation emphasizes humility and candor, appealing to targets who value modesty and sincerity. By adjusting self-presentation to suit the context and target's values, ingratiators manage impressions effectively.
Q6: Why is mixing agreement with disagreement important in opinion conformity?
Mixing agreement on key issues with disagreement on minor ones helps the ingratiator avoid appearing as a mere sycophant. This balanced approach signals genuine alignment with the target's beliefs while preserving credibility and authenticity. By demonstrating independent thought on less critical matters, the ingratiator maintains the target's respect while still achieving the primary goal of gaining approval.
Q7: How does self-deprecation function as an ingratiation strategy?
Self-deprecation uses modest statements about oneself to gain approval by signaling honesty and objectivity in self-appraisal. This tactic appeals to targets who value humility and sincerity, creating an impression of trustworthiness. By downplaying strengths or acknowledging limitations, ingratiators can foster positive regard from those who appreciate candor and self-awareness.