Attraction and evaluation as a function of the ingratiating style of a person

Janak Pandey1, Kayyum Bohra2
1Allahabad University, India
2National Productivity Council, Bhopal, India
Cite this article:  Pandey, J., & Bohra, K. (1986). Attraction and evaluation as a function of the ingratiating style of a person. Social Behavior and Personality: An international journal, 14(1), 23-28.

Volume 14 Issue 1 | e484 | Published: February 1986 | DOI: https://doi.org/10.2224/sbp.1986.14.1.23

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The major objective of this paper was to examine the way people evaluated an ingratiating/non-ingratiating person, particularly when the evaluations were not the target of his compliments. In addition, the other independent variable was locus of control of reinforcement. A 2 x 2 factorial experimental design with two levels of locus of control (External/Internal) and two levels of target person (Ingratiating/non-ingratiating) was employed. Forty eight male engineering undergraduates participated in the study. Results revealed that the person's ingratiating versus non-ingratiating style significantly influenced Ss' attraction and evaluation toward him. The non-ingratiating person was evaluated more positively and as more attractive than the ingratiating person.
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