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 interpersonal or social gain. This set of impression management tactics is especially prevalent in hierarchical contexts, where influencing someone with greater power or authority can yield significant benefits. Several distinct ingratiation strategies have been identified, each leveraging psychological cues to foster favor and affiliation.

Opinion Conformity

Opinion conformity is a subtle and calculated method in which the ingratiator agrees with the views of a more powerful individual. To seem 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, signaling alignment with the target’s beliefs while preserving an appearance of authenticity.

Other Enhancement

Other enhancement involves the strategic use of flattery to influence the target’s perception. This tactic is most effective when the praise is specific and directed toward areas where the target harbors self-doubt but seeks validation. By offering affirmations that appear insightful and sincere, the ingratiator enhances the target’s self-image, thereby increasing the likelihood of reciprocal positive regard.

Supplication

Supplication entails presenting oneself as vulnerable, needy, or overwhelmed in order to elicit empathy and assistance. This tactic reframes the power dynamic, encouraging the target to adopt a helper role. It is particularly effective when the ingratiator convincingly portrays their need as genuine and their request for help as non-manipulative.

Selective Self-Presentation

Selective self-presentation involves crafting a favorable self-image through either self-promotion or self-deprecation. Self-promotion highlights competence, achievements, or desirable traits to foster respect and admiration. In contrast, self-deprecation emphasizes humility and candor, appealing to targets who value modesty and sincerity. By adjusting their self-presentation to suit the context and the target’s values, ingratiators can effectively manage impressions to their advantage.