Ingratiation as a political tactic: effects within the organization

  title={Ingratiation as a political tactic: effects within the organization},
  author={Steven H. Appelbaum and Brent Hughes},
  journal={Management Decision},
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… 

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