Ingratiation

Ingratiation Strategies

Different research paradigms have been used to study how people ingratiate themselves and what the effects are. When looking at the ingratiator's part, the researcher may instruct participants interacting with someone to make the other person like them and then examine how they behave. Looking at the target's end—the person being ingratiated—the researcher can expose participants to an ingratiating actor and examine whether they like this person or are easily influenced by him or her, compared with control conditions (e.g., a noningratiating actor or participants observing the same behavioral episode directed at someone else).

On the part of the actor, studies show that getting people to like oneself (ingratiation) is easier than getting them to think that one is smart and capable (self-promotion, another form of self-presentation). A common ingratiation strategy is to show interest, ask questions, pay attention, and single out the other person to make him or her feel special. A second strategy is to do favors, buy presents, or to help or assist a person. Third, people may show support and loyalty (e.g., support their supervisor during a meeting). A fourth way to be liked is simply to smile and be friendly, cheerful, and positive. Fifth, people can directly express admiration by flattering people and telling them what they like or admire about them. Sixth, people can create sympathy by talking about things they have in common with someone or expressing agreement in attitudes, values, or interests because similarity produces attraction.

On the part of the target, ingratiation is not always recognized. Uninvolved observers tend to quickly notice when ingratiation occurs, whereas targets of ingratiation are less suspicious. Thus, the behavior is generally quite effective precisely with respect to the person for whom it is intended, the target. So, when a student flatters a teacher or offers assistance, fellow students who see this may immediately suspect the student's motives, but the teacher may simply appreciate the help or the excellent judgment of character and like the student as a result. Similarly, in a dating context, people can get away with quite blatant flattery unless it becomes unequivocally clear that they make the exact same compliments to other potential dating candidates.

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