ATTRACTION AND EVALUATION AS A FUNCTION OF THE INGRATIATING STYLE OF A PERSON
Abstract: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 × 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 under graduates participated in the study. Results revealed that the person's ingratiating versus noningratiating style significantly influenced Ss' attraction and evaluation toward him. The noningratiating person was evaluated more positively and as more attractive than the ingratiating person.
Document Type: Research Article
Publication date: January 1, 1986
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