Abstract
Adopting a within-person perspective, we theorize why ingratiation use directed toward an authority figure increases over time and for whom. We posit that as the appraisal event draws closer, the salience of achieving good evaluations increases, leading to an increasing use of ingratiation. We further propose that the increase will be stronger for individuals with low relative to high self-esteem. Participants were 349 students enrolled in a small-group, tutor-led management course. Data were collected in three bi-weekly waves and analyzed using random coefficient modeling. Results show that ingratiation use increased as time to the evaluation decreased, and low self-esteem students ingratiated more as time progressed. We conclude that ingratiation use varies as a function of contextual and inter-individual differences.
Original language | English |
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Pages (from-to) | 216-226 |
Number of pages | 11 |
Journal | Journal of Personnel psychology |
Volume | 18 |
Issue number | 4 |
DOIs | |
Publication status | Published - Oct 2019 |
Keywords
- ingratiation
- growth-model
- self-esteem
- behavioral plasticity theory
- IMPRESSION MANAGEMENT USE
- INFLUENCE TACTICS
- ORGANIZATIONAL IDENTIFICATION
- RECRUITER PERCEPTIONS
- INFLUENCE BEHAVIOR
- POLITICAL SKILL
- MODERATING ROLE
- PERFORMANCE
- OUTCOMES
- IMPACT