Ingratiation, a Social Psychological Analysis |
Contents
Definition and Justification | 1 |
Tactical Variations in Ingratiation | 24 |
SelfDeception Vanity and the Significance | 46 |
Copyright | |
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accuracy conditions affability agreement analysis of variance approval attraction attraction-seeking attributes behavior boomerang chapter communication compliments concerned context control condition credibility dependence dependent variable designed Dickoff discrepancy distributive justice ditions effect emphasized Erving Goffman evidence exchange experiment experimental face-work factors favorable feedback feelings flattery function George Homans Gergen gratiation greater high-dependence illegitimacy impersonal implications important impression management influence ingra ingratiation attempt ingratiation condition ingratiation instructions ingratiation tactic ingratiator's intent interest interpersonal interpersonal attraction interviewer involved jects Jones judgment legitimacy less low-status person LS subjects manipulative ment negative norms one's other-enhancement outcomes overtures perceived personal condition Plutarch positive impression post-experimental potential ingratiator predicted present problem ratings reinforcement relationship relevant respect response role scores seems self-enhancement self-esteem self-presentation self-ratings setting significant situation status strategy subjective probability suggest supervisor target person task tendency Thibaut tion ulterior motive validity variable variations versus