Effects of ingratiation and self promotion on warmth and competence

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Journal Title

Journal ISSN

Volume Title

School of Business | Bachelor's thesis

Date

2019

Department

Major/Subject

Mcode

Degree programme

(Mikkeli) Bachelor’s Program in International Business

Language

en

Pages

32 + 2

Series

Abstract

Objectives The objectives of this study are to explore the impression management tactics of ingratiation (e.g. name-dropping) and self-promotion (e.g. bragging), finding out how commonly they are used, understanding their effectiveness in increasing likability and competence as well as discovering how individuals can be likable and competent at the same time. Summary The study explores the earlier impression management theory, particularly the stereotype content model. To explore the frequency and effectiveness of the tactics, as well as unravel simultaneous occurrence of warmth and competence, a survey was conducted. The effects of the results for the impression management theory are discussed. Conclusions The study’s fictional character Nathan was perceived warmer when he used ingratiation. This survey outcome reinforces ingratiation’s positive effect on perceived warmth. Managers and people in general should keep this in mind when interacting in their daily lives and not only use this tactic when they want to be perceived as warm but also be aware of others’ ingratiation which may or may not be genuine.

Description

Thesis advisor

Shukla, Paurav

Keywords

impression management, ingratiation, self-promotion, warmth, competence

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