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Definition and Justification
Tactical Variations in Ingratiation
SelfDeception Vanity and the Significance
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accuracy conditions agreement analysis 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 evidence exchange experiment experimental face-work fact factors favorable feedback feelings flattery function George Homans Gergen goal gratiation greater high-dependence illegitimacy impersonal implications important impression management influence ingra ingratiation attempt ingratiation condition ingratiation instructions ingratiation tactics ingratiator's intent interest interpersonal interviewer involved jects Jones judgment legitimacy less low-status person low-status subjects 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