Universität zu Köln

Lamm, Helmut (2018). Ingratiation Attempts in Real Life: Determinants of Their Success. Psychol. Rep., 121 (1). S. 48 - 59. THOUSAND OAKS: SAGE PUBLICATIONS INC. ISSN 1558-691X

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Abstract

A total of 272 students at a German university were asked to write down the story of an ingratiation attempt they had made and one they had received. They were then asked to reflect on each episode via a questionnaire. All but one participant reported that they had performed at least one of the four tactics postulated in Jones's ingratiation theory: compliments, favor-doing, opinion conformity, and positive self-presentation. In the case of received ingratiation, we found higher success ratings for nondependent (vs. dependent) partners, for just-being-friendly (vs. attraction-seeking) as the attributed motive, and for honest (vs. nonhonest) compliments and self-presentation. Female senders reported more success than did males (interpretable through existing research on gender differences). Finally, success levels were higher in the sender than in the receiver condition. Thus with our new autobiographical method we have extended the validity of three known determinants of the success of ingratiation attempts and discovered two novel factors deserving further research.

Item Type:	Journal Article
Creators:	Creators Email ORCID ORCID Put Code Lamm, Helmut UNSPECIFIED UNSPECIFIED UNSPECIFIED
URN:	urn:nbn:de:hbz:38-198341
DOI:	10.1177/0033294117720697
Journal or Publication Title:	Psychol. Rep.
Volume:	121
Number:	1
Page Range:	S. 48 - 59
Date:	2018
Publisher:	SAGE PUBLICATIONS INC
Place of Publication:	THOUSAND OAKS
ISSN:	1558-691X
Language:	English
Faculty:	Unspecified
Divisions:	Unspecified
Subjects:	no entry
Uncontrolled Keywords:	Keywords Language COMPLIMENTS Multiple languages Psychology, Multidisciplinary Multiple languages
Refereed:	Yes
URI:	http://kups.ub.uni-koeln.de/id/eprint/19834