EFFECTS OF INGRATIATION ON LATERAL RELATIONSHIP QUALITY WITHIN SALES TEAM SETTINGS

The prevalence of ingratiatory-based influence processes in organizati onal settings is widely recognized. But the consequences of how sales professionals use ingratiation to influence their colleagues in pursui t of personal benefits or organizational goals has not been investigat ed. This study addresses this need by examining the nature of the ingr atiatory influence tactics used by industrial salespeople when attempt ing to influence members of their sales ream. The study also examines the influence that use of these tactics has on the quality of lateral relationships within these work groups. Significant relations were obs erved between the lateral interpersonal attachment present within team selling units and five of the six ingratiatory influence tactics deri ved in this study. Whereas ingratiation has generally been viewed as n egative, illicit, and self-sewing, these findings suggest certain form s of ingratiation may actually contribute positively to group solidari ty and teamwork within organizational settings. (C) 1998 Elsevier Scie nce Inc.