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Perceptions of Ingratiation from the Perspective of Retired Air Force Leaders Kevin C Walden University ScholarWorks Walden Dissertations and Doctoral Studies Walden Dissertations and Doctoral Studies Collection 2017 Perceptions of Ingratiation From the Perspective of Retired Air Force Leaders Kevin C. Dunn Walden University Follow this and additional works at: https://scholarworks.waldenu.edu/dissertations Part of the Business Administration, Management, and Operations Commons, Management Sciences and Quantitative Methods Commons, and the Organizational Behavior and Theory Commons This Dissertation is brought to you for free and open access by the Walden Dissertations and Doctoral Studies Collection at ScholarWorks. It has been accepted for inclusion in Walden Dissertations and Doctoral Studies by an authorized administrator of ScholarWorks. For more information, please contact [email protected]. Walden University College of Management and Technology This is to certify that the doctoral dissertation by Kevin Dunn has been found to be complete and satisfactory in all respects, and that any and all revisions required by the review committee have been made. Review Committee Dr. David Bouvin, Committee Chairperson, Management Faculty Dr. Godwin Igein, Committee Member, Management Faculty Dr. Barbara Turner, University Reviewer, Management Faculty Chief Academic Officer Eric Riedel, Ph.D. Walden University 2017 Abstract Perceptions of Ingratiation from the Perspective of Retired Air Force Leaders by Kevin C. Dunn MA, Grantham University, 2011 BS, Walden University, 2009 Dissertation Submitted in Partial Fulfillment of the Requirements for the Degree of Doctor of Philosophy Management Walden University November 2017 Abstract Ingratiation is a deceptive, psychological tactic subordinates use to convince their supervisors to treat them better than other subordinates. Subordinate ingratiation is relatively well-known, but the concept of a manager promoting and encouraging ingratiative behaviors to subordinates is less common and seen as uncommonly deceptive. Little is known about how managers feel about ingratiation why any manager would encourage it. The purpose of this study was to explore how people in management positions percieve manager-encouraged ingratiation. Research questions addressed how people in management positions might respond to a scenario wherein a manager encouraged a subordinate employee to act out ingratiation. The qualitative method was used to examine an environment in which experienced subjects could describe their perceptions about an uncommon behavioral issue in management practice. Fourteen Retired Air National Guard commanders listened to vignettes based on managers who encouraged subordinate ingratiation, and answered open-ended, vignette-based, interview questions. Matrix tables were used to analyze the data through content analyses with emotion and in vivo coding. Results inferred that managers question the ethics behind the specified behavior, but they believe that political and managerial skill can help ethically align ingratiation with organizational objectives. These results can prepare managers and scholars to recognize, discuss, and mitigate ingratiation, or, if appropriate, to accept it. Positive social change is promoted by building a sense of community and citizenship within the workplace, on to employees' neighborhoods and communities, and progressing on a global scale through cooperation among affiliated organizations. Perceptions of Ingratiation From the Perspective of Retired Air Force Leaders by Kevin C. Dunn MA, Grantham University, 2011 BS, Walden University, 2009 Dissertation Submitted in Partial Fulfillment of the Requirements for the Degree of Doctor of Philosophy Management Walden University November 2017 Dedication It is with the utmost humility that I dedicate this work to my rock in any storm, my northern star, the light of my life: my dear and beloved wife, Davida. Without your lovingly kind understanding, your sage counsel, and your inspiring encouragement, I would never have begun this lifetime dream, much less to reach it. You’re the cat’s pajamas, Lovey! Acknowledgments No expedition of significance should be embarked upon without acknowledging the souls on board who volunteered to stand by the one who’s insane idea needed backing. Some are along for their expertise; some for their leadership. Others, for the value they bring to the heart and soul of the mission. To all those who believed in these ideas, I salute you. No one believed in me like my family, namely, my beloved wife. Thank you for your perpetual support and encouragement. Your quiet patience through not only countless military deployments, but also through countless, sleepless nights, gave me the strength to accomplish what I never thought I could do. Thank you eternally. First, I salute those whose expertise provided substance to the journey: The members of my committee. Dr. Igein and Dr. McCollum, I thankfully acknowledge your substantive wisdom and patience, and for your belief in my idea. To Dr. Bouvin, I must humbly acknowledge that you are the kind of giant whose shoulders are an anchor, lodged steadfastly in the bedrock, which, whilst standing on them, gave me the confidence to face the stormy seas of this study. Steady as she goes, sir. Table of Contents Abstract .............................................................................................................................. iv List of Tables ................................................................................................................... viii List of Figures .................................................................................................................... ix Chapter 1: Introduction to the Study ....................................................................................1 Entry Vignette ................................................................................................................1 Vignette 1 .......................................................................................................................1 Vignette 2 .......................................................................................................................1 Vignette 3 .......................................................................................................................2 Introduction ....................................................................................................................3 Background of the Study ...............................................................................................4 Problem Statement .........................................................................................................7 Purpose of the Study ......................................................................................................7 Conceptual Framework ..................................................................................................8 Nature of the Study ......................................................................................................11 Research Questions ......................................................................................................13 Definition of Terms......................................................................................................15 Assumptions .................................................................................................................17 Scope and Delimitations ..............................................................................................18 Limitations ...................................................................................................................19 Significance of the Study .............................................................................................20 Significance to Practice................................................................................................21 i Significance to Concept ...............................................................................................22 Significance to Positive Social Change .......................................................................22 Summary and Transition ..............................................................................................23 Chapter 2: Literature Review .............................................................................................25 Literature Search Strategy............................................................................................27 Conceptual Framework ................................................................................................28 Motivation ....................................................................................................................32 Romance and Deception ..............................................................................................32 Literature Review.........................................................................................................37 Section 1: Ingratiatory Exchanges ...............................................................................38 The Ingratiatory Conversation .....................................................................................38 Narcissism and Ingratiation .........................................................................................40 Perpetuating the Conversation .....................................................................................40 Section 2: The Roots of Ingratiation ............................................................................42
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