Indian Journal of Industrial Relations: Economics & Social Dev.

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(In)Sincerely Yours: Ingratiation Tactics in Job Cover Letters on Selection


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1 Associate Professor, Department of Psychology, Lady Shri Ram College for Women University of Delhi, New Delhi, India
     

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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.
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  • (In)Sincerely Yours: Ingratiation Tactics in Job Cover Letters on Selection

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Authors

Kanika K. Ahuja
Associate Professor, Department of Psychology, Lady Shri Ram College for Women University of Delhi, New Delhi, India

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.

References