Question 1

A straightforward example of ingratiating behavior is to praise the target.

Accepted Answer

Ingratiating behavior often involves complimenting, flattering or praising the target in order to gain their favor or approval.

Question 2

One reason that ingratiation works so well as a tactic of impression management is that most people have a strong need to be liked, much like the need for recognition.

Accepted Answer

This statement is true. Ingatiation involves using flattery or other techniques to make oneself more appealing to others, and it can be effective because people generally want to be viewed positively by others.

Question 3

According to balance theory we attempt to attain a balance between liking and disliking people with whom we interact regularly.

Accepted Answer

Balance theory primarily concerns the consistency within a person's likes and dislikes across different elements in a triad, such as a person, another person, and an object or idea, rather than balancing liking and disliking people with whom we interact regularly.

Question 4

According to balance theory, to attain balance in a relationship, a person whose positive attitudes were not reciprocated might develop negative attitudes toward the other person.

Accepted Answer

According to balance theory, an imbalance in attitudes can lead to tension and discomfort in a relationship. In order to restore balance, a person might develop negative attitudes toward the other person if their positive attitudes are not reciprocated. This is known as the "P-O-X" model, where P represents the person, O represents the other person, and X represents the attitude (positive or negative).

Question 5

So long as you make strong ingratiating statements toward another person, having good political skill is not so important.

Accepted Answer

Good political skill involves more than just making strong ingratiating statements. It also involves understanding the social dynamics at play, effectively communicating and negotiating with others, and building consensus. Simply making ingratiating statements may temporarily appease others, but it does not necessarily lead to long-term success in achieving one's goals or building strong relationships.

Question 6

An example of an ingratiating statement made to a boss would be, "You are beginning to show your age a little, but not to worry. I know a Botox specialist who will get you back looking better than ever."

Accepted Answer

This statement is sarcastic and insulting, not ingratiating. An example of an ingratiating statement would be, "You have done such a great job leading our team, I am so grateful for your guidance and support."

Question 7

A finding from a minimum of two studies is that women tend to engage in more ingratiating tactics than do men.

Accepted Answer

The statement is true, as supported by findings from at least two studies.

Question 8

A study with members of the board of directors showed that ingratiation is too transparent a tactic to influence CEOs who are also board members themselves.

Accepted Answer

Research has shown that ingratiation can be an effective tactic for influencing CEOs, even those who are board members themselves, as it can subtly flatter and appeal to their self-esteem, making them more receptive to suggestions and ideas.

Question 9

A study with members of the board of directors indicated that executives who ingratiated themselves to CEOs, were more likely to receive board appointments to other boards where the CEOs served as members.

Accepted Answer

The statement accurately reflects the findings of the study.

Question 10

A study with members of the board of directors indicated that directors increased their chances of gaining a board appointment at another board if they engaged in high levels of monitoring and controlling the CEO.

Accepted Answer

Research indicates that directors who engage in high levels of monitoring and controlling the CEO may actually decrease their chances of gaining appointments on other boards, as this behavior can be perceived negatively by potential boards looking for directors who support CEO initiatives and foster positive relationships.

Question 11

A study with members of the board of directors found that directors could lower the advantage of having an elite background for receiving board appointments by engaging in more ingratiation.

Accepted Answer

The statement is true as the study found that directors could lower the advantage of having an elite background by engaging in more ingratiation.

Question 12

An astute flatterer will express high positive regard for attributes about which the actor is insecure such as physical appearance or presentation skills.

Accepted Answer

An astute flatterer will indeed express high positive regard for attributes about which the actor is insecure.

Question 13

Insincere flattery tends to be more effective than sincere flattery as a technique of enhancing others because the sincere flatterer is too limited in terms of what can be said.

Accepted Answer

Insincere flattery may work temporarily, but it often has negative consequences in the long run. Sincere flattery, on the other hand, can be more effective because it builds genuine trust and goodwill in a relationship. Additionally, sincere flattery is not limited - there are always positive qualities and accomplishments to acknowledge in others.

Question 14

A basic form of flattery is to make the target feel important such as bringing his or her accomplishments to the attention of the group.

Accepted Answer

Flattery often involves making the target feel important, and one way of doing that is to bring up their accomplishments in front of others.

Question 15

Ralph knows that his boss Nancy feels she needs to improve her knowledge of corporate finance. So while complimenting Nancy in other areas, to be a more effective flatterer, Ralph makes an occasional comment such as, "Nancy, I think you neglected the importance of a couple of financial ratios in your last presentation."

Accepted Answer

Ralph is using constructive criticism disguised as flattery to help Nancy improve her knowledge of corporate finance.

Question 16

A study indicated that workers who perceive themselves to have a high technical orientation prefer to be praised and flattered lavishly, often in terms such as "fabulous," and "incredible job."

Accepted Answer

There is no clear documentation that workers who perceive themselves to have a high technical orientation prefer to be praised and flattered lavishly with terms such as "fabulous" or "incredible job." Preferences for praise and feedback vary among individuals and are not necessarily related to their level of technical orientation.

Question 17

Conforming to the opinion of another person enhances his or her feelings of well being while at the same time improving the relationship between the two people.

Accepted Answer

Conforming to someone's opinion can show respect and validate their thoughts and feelings, which can make them feel good and improve the relationship dynamic.

Question 18

One problem with humor as a tactic for enhancing others is that it may be perceived as more manipulative that tactics such as doing favors for the audience or complimenting their behavior.

Accepted Answer

The answer of One problem with humor as a tactic...

Question 19

Being politically correct will often enhance others because it respects their uniqueness and dignity rather than slighting them in some way based on a demographic characteristic.

Accepted Answer

Being politically correct means using language and behavior that doesn't offend or marginalize people based on their race, gender, sexual orientation, or other demographic characteristics. By doing so, it shows respect for their individuality and humanity, rather than reducing them to a stereotype or caricature. This can lead to greater inclusivity and understanding, promoting a more harmonious and equitable society.

Question 20

During a presentation a woman executive showed a high level of political correctness when she said, "I want to especially thank my right-hand man Donna Maxwell for all she has done for the company."

Accepted Answer

The statement is not politically correct as it refers to a woman as a "man". A more appropriate way to phrase it would be "I want to especially thank my right-hand person Donna Maxwell for all she has done for the company."

Quiz 6: Being Impressive by Making Others Feel Good