The existing literature does not effectively explain the process of ingratiation. Thus, the purpose of this study is to understand the process with social exchange theory. Using an online questionnaire survey, this study interviewed 113 participants from Hong Kong and investigated how ingratiation affects interpersonal relation through the enhancement of interpersonal attraction, exchange of renqing and exchange of mianzi. The results showed that the participants may ingratiate others with five tactics, including self-presentation, conformity, favor-rendering, other-enhancement and modesty. The results also proposed three possible processes of ingratiation: (1) favor-rendering induces exchange of renqing, but exchange of renqing does not impact on interpersonal attraction; (2) all the ingratiation tactics except modesty promote exchange of mianzi, but exchange of mianzi has not influences to interpersonal relation; (3) self-presentation and favor-rendering enhance interpersonal attraction and in turn improve interpersonal relation. It is also suggested that if ingratiation can enhance interpersonal attraction, it will have greater contributions to interpersonal relation.
Table of Contents
1. Abstract
2. Introduction
2.1 The Concept of Ingratiation
2.2 The Process of Ingratiation
2.2.1 Enhancement of Interpersonal Attraction
2.2.2 Exchange of Renqing
2.2.3 Exchange of Mianzi
3. Method
3.1 Sampling
3.2 Participants
3.3 Instruments
4. Results
4.1 Reliability
4.2 Validity
4.3 Intercorrelations
4.4 Multiple Linear Regression Analysis
5. Discussion
6. References
7. Appendix A: Items of Ingratiation Scale
8. Appendix B: Items of Measurement of Interpersonal Attraction
9. Appendix C: Items of Renqing Scale
10. Appendix D: Items of Saving Mianzi Scale
11. Appendix E: Items of Scale of Interpersonal Relation
Research Objectives and Key Topics
The primary objective of this study is to investigate and understand the underlying process of ingratiation within Chinese social contexts, specifically by applying social exchange theory. The research aims to clarify how ingratiation influences interpersonal relationships by examining the roles of interpersonal attraction, the exchange of renqing (favor), and the exchange of mianzi (face).
- Theoretical conceptualization of ingratiation as a social exchange action.
- Empirical analysis of five ingratiation tactics: self-presentation, conformity, favor-rendering, other-enhancement, and modesty.
- The mediating role of interpersonal attraction in the relationship between ingratiation and interpersonal outcomes.
- The distinct impact of cultural constructs (renqing and mianzi) in the ingratiation process.
- Evaluation of interpersonal relation quality through an online survey of Hong Kong participants.
Excerpt from the Book
The Process of Ingratiation
It is proposed that the process of ingratiation will involve at least three components in Chinese societies: Enhancement of interpersonal attraction, exchange of renqing, and exchange of mianzi.
According to Tsang (2009a, 2009b, 2014), ingratiation may increase one’s interpersonal attraction through the following mechanisms: (1) fostering the target person’s (the ingratiated person) self-esteem, (2) making the target person think that the actor (the person who ingratiates) likes or respects him/her, and (3) increasing similarity between the actor and the target person.
The mechanisms would arouse reciprocity of interpersonal attraction. When an actor ingratiates a target person with the tactics like self-depreciation and instrumental dependency, the self-esteem of the target person will be enhanced (mechanism 1) (Tsang, 2009b, 2014). Since esteem is a significant reward in exchange relation (Blau, 1964), it is possible for the target person to reciprocate the actor with liking or other kinds of rewards. Moreover, when an actor ingratiates a person with the tactics like other-enhancement, the person may attribute the actor likes him/her (mechanism 2) (Jones & Wortman, 1973). As a result, the person will like the actor, because liking is govern by the norm of reciprocity (Heider, 1958; Kenny & Voie, 1982).
Chapter Summaries
Abstract: This chapter provides a concise overview of the study, noting that ingratiation is investigated through social exchange theory using survey data from 113 participants in Hong Kong.
Introduction: This section identifies the gap in existing literature regarding the mechanics of ingratiation and introduces the perspective of social exchange theory in Chinese cultural contexts.
Method: This chapter details the research design, including the use of an online volunteer sampling method, participant demographics, and the specific psychometric instruments utilized for data collection.
Results: This section presents the statistical findings, including the reliability and validity of the measurement scales, intercorrelations between variables, and the results of multiple linear regression analyses.
Discussion: This chapter interprets the findings, addresses the unexpected results regarding the tactic of modesty, and discusses the implications of the study regarding the role of interpersonal attraction compared to renqing and mianzi.
Keywords
Ingratiation, interpersonal attraction, social exchange theory, renqing, mianzi, interpersonal relation, self-presentation, conformity, favor-rendering, other-enhancement, modesty, Hong Kong, guanxi, social interaction, quantitative survey.
Frequently Asked Questions
What is the core focus of this research?
The work investigates the process of ingratiation in Chinese societies, moving beyond the traditional view of ingratiation as simple attraction-seeking behavior to understand it as a complex social exchange process.
What are the central themes discussed in this study?
The study centers on how cultural values such as guanxi, renqing, and mianzi shape interpersonal interactions, alongside the measurement of various ingratiation tactics and their impact on interpersonal attraction.
What is the primary research goal?
The primary goal is to determine how specific ingratiation tactics (such as self-presentation or favor-rendering) lead to interpersonal attraction, and subsequently, how these influence interpersonal relations.
Which scientific methodology does the author employ?
The author uses a quantitative methodology involving an online questionnaire survey, followed by factor analysis to identify dimensions of ingratiation and multiple linear regression to examine relationships between variables.
What topics are covered in the main body of the text?
The main body covers the theoretical conceptualization of ingratiation, the mechanisms of renqing and mianzi exchange, the statistical validation of the measurement tools used, and the regression models predicting interpersonal outcomes.
Which keywords define the scope of this work?
Key terms include ingratiation, interpersonal attraction, social exchange theory, renqing, mianzi, and interpersonal relation, reflecting both psychological and cultural dimensions.
Why was the tactic of modesty excluded from the regression analysis?
The regression analysis excluded modesty because, based on the statistical results from this specific sample, it showed no significant correlation with the other variables, suggesting it may not operate as an ingratiation tactic in the studied demographic.
What does the study suggest about the role of interpersonal attraction?
The study concludes that interpersonal attraction is a central and perhaps more essential factor in fostering interpersonal relations in Chinese society than the cultural concepts of renqing and mianzi alone.
How is "mianzi" conceptually treated in this study?
Unlike some personality-based scales, this research conceptualizes mianzi as a resource within a social exchange framework, emphasizing its reciprocity and its role in maintaining social status and power.
- Arbeit zitieren
- Kwok Kuen Tsang (Autor:in), 2014, The Process of Chinese Ingratiation. Social Exchange Theory, München, GRIN Verlag, https://www.grin.com/document/268899
