Research Article
Effects of Interpersonal Style and Instructional Set on the Verbal and Nonverbal Encoding of Ingratiation
Authors:
Luc M. Lefebvre ,
Katholieke Universiteit Leuven Instituut voor Lichamelijke Opleiding Tervuursevest 101 3030 Heverlee, BE; University of California, Los Angeles Hilgard Avenue 405 Los Angeles, Ca. 90024, US
John D. Cunningham
Katholieke Universiteit Leuven Instituut voor Lichamelijke Opleiding Tervuursevest 101 3030 Heverlee, BE; University of California, Los Angeles Hilgard Avenue 405 Los Angeles, Ca. 90024, US
About John D.
Requests for reprints should be sent to the first author: Department of Physical Education, 101 Tervuursevest, 3030 Heverlee, Belgium.
Abstract
An interview situation was arranged in which male subjects in the role of interviewees were instructed to act ingratiatingly, spontaneously, or objectively toward a female interviewer. Ingratiating behaviors of high and low scorers on the Ring Interpersonal Style Test were also investigated in this 3×2 factorial design. As predicted, more opinion conformity, self- and other-enhancement, and smiling occurred in the ingratiation than spontaneity or objectivity conditions. The prediction that high R-scorcrs would display more attractiveness cues than low R scorers was confirmed for self-presentation, other-enhancement, and the Gergen Self-Validation Test. In addition, smiling was the most sensitive measure in distinguishing between high and low R-scorers. Contrary to prediction, high R-scorers smiled less than low R-scorers in the ingratiation condition. A principal component factor analysis revealed two reference axes, best labelled ‘ingratiation’ and ‘positiveness’ Differences between ingratiation and positiveness are discussed.
How to Cite:
Lefebvre, L.M. and Cunningham, J.D., 1975. Effects of Interpersonal Style and Instructional Set on the Verbal and Nonverbal Encoding of Ingratiation. Psychologica Belgica, 15(2), pp.113–126. DOI: http://doi.org/10.5334/pb.573
Published on
01 Jan 1975.
Peer Reviewed
Downloads
