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