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Ingratiation as a political tactic: effects within the organization

Steven H. Appelbaum (Professor of Management, Concordia University, Montreal, Quebec, Canada)
Brent Hughes (Concordia University, Montreal, Quebec, Canada)

Management Decision

ISSN: 0025-1747

Article publication date: 1 March 1998



This article examines the place of organizational politics in general and ingratiation specifically as a tactic in which there is an attempt by individuals to increase their attractiveness and upward influence in the eyes of other organizational members (management). Four common tactics of ingratiators were identified: other enhancement, rendering favors, opinion conformity and self‐presentation. Suggests that ingratiation is influenced by individual variables such as: Machiavellianism, locus of control and work task uniqueness. Furthermore, situational variables affect this political behavior There were mixed research results on the impact of ingratiation on further career success. Some recent research concluded that this tactic has little or no effect on extrinsic and intrinsic rewards available to the individual.



Appelbaum, S.H. and Hughes, B. (1998), "Ingratiation as a political tactic: effects within the organization", Management Decision, Vol. 36 No. 2, pp. 85-95.




Copyright © 1998, MCB UP Limited

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