Mistakes Abound With Ingratiation in Job Applicants: Attribution Errors and Gender Bias

Abstract

Ingratiation is a common form of influence in the workplace and, in particular, in job applicants. This experiment tested whether attribution errors can be used to explain how ingratiation by applicants is perceived. Participants viewed videos of an ingratiating applicant during a job interview. Results indicate that there is evidence to support this application of the ultimate attribution error. Furthermore, ingratiation involves behaviors that are considered to be more feminine in nature; therefore, sex and femininity were also explored. Results indicate that, although more feminine participants had more favorable perceptions of ingratiation in general, female ingratiators did not benefit (via more favorable perceptions) from the match between gender and behavior expectations, as Gender Role Theory would predict.