Author: Chan, Pui Shan
Title: A study of ingratiating behavior towards coworkers
Advisors: Huang, Xu (MM)
Degree: D.B.A.
Year: 2015
Subject: Psychology, Industrial.
Interpersonal relations.
Organizational behavior.
Hong Kong Polytechnic University -- Dissertations
Department: Faculty of Business
Pages: viii, 92 pages : color illustrations
Language: English
Abstract: The purpose of this study is to examine how individual differences play a role in a person's social behavior towards coworkers.According to balance theory, when a leader forms relationships of disparate quality with his/her team members, members experience a psychological imbalance and have poor social interactions with each other. Based on social influence theory, this study proposes that when a Coworker A perceives himself/herself to have a lower leader-member exchange (LMX) compared to Coworker B, Coworker A may use an influence tactic, ingratiation, to gain the support of this more advantaged coworker, to obtain the valuable resources he/she lacks. Moreover, this study suggests that the relationship between Coworker A's LMX Social Comparison (LMXSC) and his/her ingratiation towards Coworker B is contingent on Coworker A's personal characteristics. Data from 327 coworker dyads working in 23 local organizations were collected. The results of the social relation analyses show that the relationship between Coworker A's LMXSC and his/her ingratiation towards Coworker B is contingent on Coworker A's political skills, such that when Coworker A perceives that he/she has a lower LMX than Coworker B, a highly politically skilled Coworker A has a higher tendency to ingratiate himself/herself with Coworker B. It was also found that if Coworker A is a strong believer in social complexity, he/she has a greater tendency to ingratiate himself/herself with Coworker B when he/she perceives himself/herself to have a much lower or much higher LMX than Coworker B.
Rights: All rights reserved
Access: restricted access

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