Ingratiation is a psychological technique in which a person attempts to influence another by becoming more likeable to them. The social psychologist Edward E. Jones, who coined the term, defined it as a class of strategic behaviors deployed, often illicitly, to influence a particular other person's view of one's own personal qualities. Researchers have identified specific ingratiation tactics, among them complimenting or flattering the target, conforming one's stated opinions and behavior to match theirs, favorable self-presentation, performing favors for them, strategic modesty or self-deprecation, shared humor, and cultivating an appearance of dependency on the target, or invoking other people's names to raise one's own perceived credibility.
Facts
Core ClaimIngratiating is a psychological technique in which an individual attempts to influence another person by becoming more likeable to their target. 1 First Described Year Classification
Type of PhenomenonSocial or Interpersonal Phenomenon 1 Sources
1. Ingratiation - Wikipedia
Intro, first sentence
Ingratiating is a psychological technique in which an individual attempts to influence another person by becoming more likeable to their target.
Edward E. Jones section
Jones' first extensive studies of ingratiation were published in his 1964 book Ingratiation: A Social Psychological Analysis
lead section, phenomenon-kind classification
This term was coined by social psychologist Edward E.
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