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ERIC Number: ED056317
Record Type: RIE
Publication Date: 1971-Apr
Pages: 16
Abstractor: N/A
Reference Count: 0
Evaluation of a Person Who Uses Another's Name in Ingratiating and Non-ingratiating Situations.
Kleinke, Chris L.; And Others
Three experiments are reported, each of which was designed to investigate how people in ingratiating and non-ingratiating situations would be evaluated when they communicated immediacy through the use of another person's name. While immediacy is acknowledged to be generally associated with positive affect, it is suggested that evaluation of a person who communicates immediacy would depend on the appropriateness of this communication to the context or situation. The authors predicted that when the use of another person's name occurred under conditions of non-ingratiation, it would be positively evaluated, while the reverse would be true under conditions of ingratiation. Results of all 3 experiments are in accord with the prediction, thus providing support for Jones (1964) ingratiation-attractiveness model. Possibilities for future research are suggested. (TL)
Chris L. Kleinke, Dept. of Psych., Claremont Men's College, Pitzer Hall, Claremont, Calif. 91711
Publication Type: N/A
Education Level: N/A
Audience: N/A
Language: N/A
Sponsor: N/A
Authoring Institution: N/A
Note: Paper presented at Western Psychological Association convention, San Francisco, Calif., April 21-24, 1971