Search results for "Ingratiation"
showing 4 items of 4 documents
Convergence of Agents' and Targets' Reports on Intraorganizational Influence Attempts1
2003
Summary The object of the current study was to determine the convergent and discriminant validity of agents' and targets' reports on intraorganizational influence attempts with a structural equation model using latent state-trait analyses. To explain agent-target convergence, we linked the theory of formal organizations to Correspondent Inference Theory. Managers (agents) were asked to describe how they try to influence their boss, a coworker, and a subordinate. These targets also described how the agent tries to influence them. Both agents and targets rated four types of influence attempts twice within 2½ months, namely, rational persuasion, ingratiation, pressure, and upward appeals. In …
Tour Leaders' Impression Management and Job Performance: Exploring the Moderating Role of Tourists' Self-Monitoring
2012
A tour leader (TL) is a first-line service provider whose performance shapes a tourist's experience and satisfaction during a journey. We examine the moderating effects of the self-monitoring level of group package tour members on the relationship between the use of impression management (IM) tactics by TLs and tourists' subsequent job performance ratings (PRs) of a TL. Data from 485 responses of tourists from 59 outbound tour groups in Taiwan revealed that TLs' use of positive IM tactics – that is, ingratiation, self-promotion, and exemplification – is positively related to tourists' PRs. In contrast, their use of non-positive IM tactics – that is, supplication and intimidation – is negati…
Self-presentation processes in personal profiles in a pro-anorexia group
2018
This paper presents the results of a content analysis of 1000 personal profiles posted on a pro-anorexia (pro-ana) group from the social networking site Xanga. Applying methods of computer-mediated communication discourse analysis, the visual and verbal strategies of self-presentation in pro-ana members’ profiles were examined. Competence, ingratiation, exemplification and supplication emerged as the main self-presentation strategies identified in the text-based profiles. In contrast to other online self-presentations (such as personal home pages and weblogs), new contents and meanings related to a pro-ana social identity were assigned to these strategies in the group. The analysis of the p…
Some Outcomes of Pressure, Ingratiation, and Rational Persuasion Used With Peers in the Workplace1
2003
In a cross-sectional organizational field study, the effects of ingratiation, pressure, and rational persuasion on performance appraisal, compliance gaining, and reactance were investigated. Actors were asked to describe their lateral-influence strategies, and peers were asked to assess actors’ impact. Actors and assessors from 140 German lateral-influence dyads who were public officeholders and employees participated in the study. The data support the hypothesis that the more an actor uses rational persuasion and the longer the assessor has known the actor, the more positively the assessor will evaluate the actor's task performance. In addition, the results support the hypothesis that the …