Ingratiation

Ingratiation is a psychological technique in which an individual attempts to influence, manipulate or control another by becoming more attractive or likeable to their target. This term was coined by social psychologist Edward E. Jones. This outcome can be achieved by using several methods:

Ingratiation, as a topic in social psychology, was first defined and analyzed by social psychologist Edward E. Jones. In addition to his pioneering studies on ingratiation, Jones also helped develop some of the fundamental theories of social psychology such as the fundamental attribution error and the actor-observer bias.

Jones' first extensive studies of ingratiation were published in his book Ingratiation: A Social Psychological Analysis. In citing his reasons for studying ingratiation, Jones reasoned that ingratiation was an important phenomenon to study because it elucidated some of the central mysteries of social interaction and was also the stepping stone towards understanding other common social phenomena such as group cohesiveness.

Based on the social theory of groups proposed by John Thibaut and Harold Kelley in 1959, Jones defined ingratiation as "a class of strategic behaviors illicitly designed to influence a particular other person concerning the attractiveness of one’s personal qualities".

Other enhancement is said to "involve communication of directly enhancing, evaluative statements" and is most correlated to the practice of flattery. Most often, other enhancement is achieved when the ingratiator exaggerates the positive qualities of the target while leaving out the negative qualities. According to Jones, this form of ingratiation is effective based on the Gestaltian axiom that it is hard for a person to dislike someone that thinks highly of them. In addition to this, other enhancement seems to be most effective when compliments are directed at the target’s sources of self-doubt. To shield the obviousness of the flattery, the ingratiator may first talk negatively about qualities the target knows are weaknesses and then compliment him/her on a weak quality the target is unsure of.

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