(In)Sincerely Yours: Ingratiation Tactics in Job Cover Letters on Selection
Published: 2021
Author(s) Name: Kanika K. Ahuja |
Author(s) Affiliation: Assoc. Prof., Dept. of Psychology, Lady Shri Ram College for Women, Univ. of Delhi, New Delhi.
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Abstract
This study examines the effect of
various ingratiation techniques -
self-promotion, other-enhancement,
rendering favors, and opinion conformity- used in job application cover letters by women on selection,
interpersonal attributes, and credibility.
The study used a repeated
measures experimental design, with
five within subjects conditions (four
types of ingratiation plus no ingratiation),
on a sample of 112 participants.
Results revealed significant
differences among the use of various
ingratiation tactics on selection
outcomes. Self-promotion, followed
by other-enhancement, was found to
be the most effective strategy in leading
not only to highest selection recommendation,
but also most positive
interpersonal judgements. The
present study highlights the need for
greater understanding of the use of
self-promotion by women, especially
in patriarchal cultures.
Keywords: N.A.
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