ERIC Number: ED137695
Record Type: RIE
Publication Date: 1976-Sep
Reference Count: 0
Ingratiation: Its Implications for Counseling.
McKivigan, Madeleine, L.
Ingratiation as defined by Jones (1965; Jones and Worman, 1973) is "a class of strategic behaviors illicitly designed to influence a particular other person concerning the attractiveness of one's personal qualities." This definition of ingratiation and the connotations of unethical behavior associated with the word make the topic of ingratiation an unusual area of interest for a counselor. But if we consider ingratiation as a tactic to enhance the counselor's power of social influence or to reduce the client's dependence, it becomes less unusual. A counselor operating from Strong's theory of counseling as a two phase social influence process may use ingratiation to augment his social influence power over the client so as to be able to ultimately influence the client to modify his behavior or attitudes. In this sense ingratiation does not involve unethical behavior for the counselor is using the tactic not to benefit himself but in order to increase his attractiveness to the client in order to help the client and to meet his contractual agreement with the client. (Author)
Publication Type: Reference Materials - Bibliographies
Education Level: N/A
Authoring Institution: N/A
Note: Paper presented at the Annual Conference of the American Psychological Associatio (84th, Washington, D.C., September 3-7, 1976)