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題名 組織中的向上逢迎行為：調節焦點與逢迎策略之角色探討
Organizational Upward Ingratiation: The Role of Regulatory Focus and Ingratiatory Tactics
作者 蔡侑庭
Tsai, Yu-Ting
貢獻者 郭建志
Kuo, Chien-Chih
蔡侑庭
Tsai, Yu-Ting
關鍵詞 逢迎
逢迎策略
調節焦點
Ingratiation
Ingratiatory tactic
Regulatory focus
日期 2018
上傳時間 27-Jul-2018 12:10:58 (UTC+8)
摘要 This study proposed a model based on motivation theory to examine the influence of regulatory focus (promotion focus and prevention focus) on job performance via ingratiatory tactics (enhancement of others, opinion conformity, rendering favors, and self-presentation) as well as the moderating roles of political skill. This study conducted the quantitative design to collect data from 210 pairs of employees and managers at enterprises in Taiwan, via the dyad data-collection design to reduce the biases of common method variance. The upward ingratiation is a commonly socialized behavior in which an individual attempts to influence supervisors by becoming more attractive to their targets. Individuals with promotion focus carry out enhancement of others, rendering favors, self-presentation strategies when ingratiating their supervisors, whereas individuals with prevention focus are prone to conduct opinion conformity strategy in the upward ingratiation. Furthermore, it was found that subordinates’ political skill moderate the effects of ingratiation on their supervisors’ evaluation. This study denoted that individuals with different focus view attain their goals by ingratiating their supervisors with different tactics. The implications of these findings for future research are discussed.
參考文獻 Ahearn, K. K., Ferris, G. R., Hochwarter, W. A., Douglas, C., & Ammeter, A. P. (2004). Leader political skill and team performance. Journal of Management, 30(3), 309-327.
     Appelbaum, S. H., & Hughes, B. (1998). Ingratiation as a political tactic: Effects within the organization. Management Decision, 36(2), 85-95.
     Appelt, K. C., & Higgins, E. T. (2010). My way: How strategic preferences vary by negotiator role and regulatory focus. Journal of Experimental Social Psychology, 46(6), 1138-1142.
     Aryee, S., Debrah, Y. A., & Chay, Y. W. (1993). An investigation of ingratiation as a career management strategy: evidence from Singapore. International Journal of Human Resource Management, 4(1), 191-212.
     Atwater, L. E., & Yammarino, F. J. (1997). Self-other rating agreement: A review and model.
     Barrick, M. R., Mount, M. K., & Li, N. (2013). The theory of purposeful work behavior: The role of personality, higher-order goals, and job characteristics. Academy of Management Review, 38(1), 132-153.
     Barrick, M. R., Stewart, G. L., & Piotrowski, M. (2002). Personality and job performance: Test of the mediating effects of motivation among sales representatives. Journal of Applied Psychology, 87(1), 43-51.
     Becker, T. E. (2005). Potential problems in the statistical control of variables in organizational research: A qualitative analysis with recommendations. Organizational Research Methods, 8(3), 274-289.
     Becker, T. E., Billings, R. S., Eveleth, D. M., & Gilbert, N. L. (1996). Foci and bases of employee commitment: Implications for job performance. Academy of Management Journal, 39(2), 464-482.
     Bolino, M., Long, D., & Turnley, W. (2016). Impression management in organizations: Critical questions, answers, and areas for future research. Annual Review of Organizational Psychology and Organizational Behavior, 3, 377-406.
     Bolino, M. C., Kacmar, K. M., Turnley, W. H., & Gilstrap, J. B. (2008). A multi-level review of impression management motives and behaviors. Journal of Management, 34(6), 1080-1109.
     Bozeman, D. P., & Kacmar, K. M. (1997). A cybernetic model of impression management processes in organizations. Organizational Behavior and Human Decision Processes, 69(1), 9-30.
     Brislin, R. W. (1986). Research instruments. Field methods in cross-cultural research, 8, 137-164.
     Brockner, J., & Higgins, E. T. (2001). Regulatory focus theory: Implications for the study of emotions at work. Organizational Behavior and Human Decision Processes, 86(1), 35-66.
     Brodsky, S. L., & Cannon, D. E. (2006). Ingratiation in the courtroom and in the voir dire process: When more is not better. Law & Psychol. Rev., 30, 103.
     Cable, D. M., & Edwards, J. R. (2004). Complementary and supplementary fit: a theoretical and empirical integration. Journal of Applied Psychology, 89(5), 822-834.
     Cardy, R. L., & Dobbins, G. H. (1986). Affect and appraisal accuracy: Liking as an integral dimension in evaluating performance. Journal of Applied Psychology, 71(4), 672-678.
     Crowe, E., & Higgins, E. T. (1997). Regulatory focus and strategic inclinations: Promotion and prevention in decision-making. Organizational Behavior and Human Decision Processes, 69(2), 117-132.
     Deluga, R. J., & Perry, J. (1994). The role of subordinate performance and ingratiation in leader-member exchanges. Group & Organization Management, 19(1), 67-86.
     Ferris, G. R., Treadway, D. C., Kolodinsky, R. W., Hochwarter, W. A., Kacmar, C. J., Douglas, C., & Frink, D. D. (2005). Development and validation of the political skill inventory. Journal of Management, 31(1), 126-152.
     Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of marketing research, 39-50.
     Friedman, R. S., & Förster, J. (2001). The effects of promotion and prevention cues on creativity. Journal of Personality and Social Psychology, 81(6), 1001-1013.
     Gagné, M., & Deci, E. L. (2005). Self‐determination theory and work motivation. Journal of Organizational behavior, 26(4), 331-362.
     Gilmore, D. C., Stevens, C. K., Harrell-Cook, G., & Ferris, G. R. (1999). Impression management tactics. The Employment Interview Handbook, 321-336.
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     Gordon, R. A. (1996). Impact of ingratiation on judgments and evaluations: A meta-analytic investigation. 71(1), 54-70.
     Gouldner, A. W. (1960). The norm of reciprocity: A preliminary statement. American Sociological Review, 161-178.
     Harrison, A. W., Hochwarter, W. A., Perrewe, P. L., & Ralston, D. A. (1998). The ingratiation construct: An assessment of the validity of the Measure of Ingratiatory Behaviors in Organizational Settings (MIBOS). Journal of Applied Psychology, 83(6), 932.
     Hayes, A. F. (2017). Introduction to mediation, moderation, and conditional process analysis: A regression-based approach: Guilford Publications.
     Higgins, E. T. (1997). Beyond pleasure and pain. American Psychologist, 52(12), 1280-1300.
     Higgins, E. T. (1998). Promotion and prevention: Regulatory focus as a motivational principle. Advances in Experimental Social Psychology, 30, 1-46.
     Higgins, E. T., Roney, C. J., Crowe, E., & Hymes, C. (1994). Ideal versus ought predilections for approach and avoidance distinct self-regulatory systems. Journal of Personality and Social Psychology, 66(2), 276-286.
     Jones, E. E. (1964). Ingratiation, a social psychological analysis: Appleton-Century-Crofts.
     Jones, E. E., & Pittman, T. S. (1982). Toward a general theory of strategic self-presentation. Psychological Perspectives on the Self, 1(1), 231-262.
     Jones, E. E., & Wortman, C. B. (1973). Ingratiation: An attributional approach: General Learning Press.
     Judge, T. A., & Bretz Jr, R. D. (1994). Political influence behavior and career success. Journal of Management, 20(1), 43-65.
     Kacmar, K. M., Carlson, D. S., & Bratton, V. K. (2004). Situational and dispositional factors as antecedents of ingratiatory behaviors in organizational settings. Journal of Vocational Behavior, 65(2), 309-331.
     Kipnis, D., & Vanderveer, R. (1971). Ingratiation and the use of power. Journal of Personality and Social Psychology, 17(3), 280-286.
     Kristof-Brown, A., Barrick, M. R., & Franke, M. (2002). Applicant impression management: Dispositional influences and consequences for recruiter perceptions of fit and similarity. Journal of Management, 28(1), 27-46.
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     Liberman, N., Idson, L. C., Camacho, C. J., & Higgins, E. T. (1999). Promotion and prevention choices between stability and change. Journal of Personality and Social Psychology, 77(6), 1135-1145.
     Liden, R. C., & Mitchell, T. R. (1988). Ingratiatory behaviors in organizational settings. Academy of Management Review, 13(4), 572-587.
     Liu, Y., Ferris, G. R., Xu, J., Weitz, B. A., & Perrewé, P. L. (2014). When ingratiation backfires: The role of political skill in the ingratiation–internship performance relationship. Academy of Management Learning & Education, 13(4), 569-586.
     Lockwood, P., Jordan, C. H., & Kunda, Z. (2002). Motivation by positive or negative role models: regulatory focus determines who will best inspire us. Journal of Personality and Social Psychology, 83(4), 854-864.
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描述 碩士
國立政治大學
心理學系
102752012
資料來源 http://thesis.lib.nccu.edu.tw/record/#G0102752012
資料類型 thesis
dc.contributor.advisor 郭建志zh_TW
dc.contributor.advisor Kuo, Chien-Chihen_US
dc.contributor.author (Authors) 蔡侑庭zh_TW
dc.contributor.author (Authors) Tsai, Yu-Tingen_US
dc.creator (作者) 蔡侑庭zh_TW
dc.creator (作者) Tsai, Yu-Tingen_US
dc.date (日期) 2018en_US
dc.date.accessioned 27-Jul-2018 12:10:58 (UTC+8)-
dc.date.available 27-Jul-2018 12:10:58 (UTC+8)-
dc.date.issued (上傳時間) 27-Jul-2018 12:10:58 (UTC+8)-
dc.identifier (Other Identifiers) G0102752012en_US
dc.identifier.uri (URI) http://nccur.lib.nccu.edu.tw/handle/140.119/118956-
dc.description (描述) 碩士zh_TW
dc.description (描述) 國立政治大學zh_TW
dc.description (描述) 心理學系zh_TW
dc.description (描述) 102752012zh_TW
dc.description.abstract (摘要) This study proposed a model based on motivation theory to examine the influence of regulatory focus (promotion focus and prevention focus) on job performance via ingratiatory tactics (enhancement of others, opinion conformity, rendering favors, and self-presentation) as well as the moderating roles of political skill. This study conducted the quantitative design to collect data from 210 pairs of employees and managers at enterprises in Taiwan, via the dyad data-collection design to reduce the biases of common method variance. The upward ingratiation is a commonly socialized behavior in which an individual attempts to influence supervisors by becoming more attractive to their targets. Individuals with promotion focus carry out enhancement of others, rendering favors, self-presentation strategies when ingratiating their supervisors, whereas individuals with prevention focus are prone to conduct opinion conformity strategy in the upward ingratiation. Furthermore, it was found that subordinates’ political skill moderate the effects of ingratiation on their supervisors’ evaluation. This study denoted that individuals with different focus view attain their goals by ingratiating their supervisors with different tactics. The implications of these findings for future research are discussed.en_US
dc.description.tableofcontents Abstract i
     Table of Contents ii
     Table of Tables iv
     Table of Figures vi
     Introduction 1
     Theory and Hypotheses 6
     Ingratiatory tactic and behavioral outcomes 6
     Regulatory focus and ingratiatory tactic 10
     Mediating role of ingratiatory tactic 12
     Moderating role of political skill 13
     Method 16
     Participant and procedure 16
     Measure 19
     Results 30
     Preliminary results 32
     Hypothesis testing 34
     Discussion 48
     Theoretical implications 48
     Practical implications 52
     Limitations and future directions 52
     Conclusion 54
     Reference 55
     Appendix 1 60
     Appendix 2 61
     Appendix 3 62
     Appendix 4 63
     Appendix 5 64		zh_TW
dc.source.uri (資料來源) http://thesis.lib.nccu.edu.tw/record/#G0102752012en_US
dc.subject (關鍵詞) 逢迎zh_TW
dc.subject (關鍵詞) 逢迎策略zh_TW
dc.subject (關鍵詞) 調節焦點zh_TW
dc.subject (關鍵詞) Ingratiationen_US
dc.subject (關鍵詞) Ingratiatory tacticen_US
dc.subject (關鍵詞) Regulatory focusen_US
dc.title (題名) 組織中的向上逢迎行為：調節焦點與逢迎策略之角色探討zh_TW
dc.title (題名) Organizational Upward Ingratiation: The Role of Regulatory Focus and Ingratiatory Tacticsen_US
dc.type (資料類型) thesisen_US
dc.relation.reference (參考文獻) Ahearn, K. K., Ferris, G. R., Hochwarter, W. A., Douglas, C., & Ammeter, A. P. (2004). Leader political skill and team performance. Journal of Management, 30(3), 309-327.
     Appelbaum, S. H., & Hughes, B. (1998). Ingratiation as a political tactic: Effects within the organization. Management Decision, 36(2), 85-95.
     Appelt, K. C., & Higgins, E. T. (2010). My way: How strategic preferences vary by negotiator role and regulatory focus. Journal of Experimental Social Psychology, 46(6), 1138-1142.
     Aryee, S., Debrah, Y. A., & Chay, Y. W. (1993). An investigation of ingratiation as a career management strategy: evidence from Singapore. International Journal of Human Resource Management, 4(1), 191-212.
     Atwater, L. E., & Yammarino, F. J. (1997). Self-other rating agreement: A review and model.
     Barrick, M. R., Mount, M. K., & Li, N. (2013). The theory of purposeful work behavior: The role of personality, higher-order goals, and job characteristics. Academy of Management Review, 38(1), 132-153.
     Barrick, M. R., Stewart, G. L., & Piotrowski, M. (2002). Personality and job performance: Test of the mediating effects of motivation among sales representatives. Journal of Applied Psychology, 87(1), 43-51.
     Becker, T. E. (2005). Potential problems in the statistical control of variables in organizational research: A qualitative analysis with recommendations. Organizational Research Methods, 8(3), 274-289.
     Becker, T. E., Billings, R. S., Eveleth, D. M., & Gilbert, N. L. (1996). Foci and bases of employee commitment: Implications for job performance. Academy of Management Journal, 39(2), 464-482.
     Bolino, M., Long, D., & Turnley, W. (2016). Impression management in organizations: Critical questions, answers, and areas for future research. Annual Review of Organizational Psychology and Organizational Behavior, 3, 377-406.
     Bolino, M. C., Kacmar, K. M., Turnley, W. H., & Gilstrap, J. B. (2008). A multi-level review of impression management motives and behaviors. Journal of Management, 34(6), 1080-1109.
     Bozeman, D. P., & Kacmar, K. M. (1997). A cybernetic model of impression management processes in organizations. Organizational Behavior and Human Decision Processes, 69(1), 9-30.
     Brislin, R. W. (1986). Research instruments. Field methods in cross-cultural research, 8, 137-164.
     Brockner, J., & Higgins, E. T. (2001). Regulatory focus theory: Implications for the study of emotions at work. Organizational Behavior and Human Decision Processes, 86(1), 35-66.
     Brodsky, S. L., & Cannon, D. E. (2006). Ingratiation in the courtroom and in the voir dire process: When more is not better. Law & Psychol. Rev., 30, 103.
     Cable, D. M., & Edwards, J. R. (2004). Complementary and supplementary fit: a theoretical and empirical integration. Journal of Applied Psychology, 89(5), 822-834.
     Cardy, R. L., & Dobbins, G. H. (1986). Affect and appraisal accuracy: Liking as an integral dimension in evaluating performance. Journal of Applied Psychology, 71(4), 672-678.
     Crowe, E., & Higgins, E. T. (1997). Regulatory focus and strategic inclinations: Promotion and prevention in decision-making. Organizational Behavior and Human Decision Processes, 69(2), 117-132.
     Deluga, R. J., & Perry, J. (1994). The role of subordinate performance and ingratiation in leader-member exchanges. Group & Organization Management, 19(1), 67-86.
     Ferris, G. R., Treadway, D. C., Kolodinsky, R. W., Hochwarter, W. A., Kacmar, C. J., Douglas, C., & Frink, D. D. (2005). Development and validation of the political skill inventory. Journal of Management, 31(1), 126-152.
     Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of marketing research, 39-50.
     Friedman, R. S., & Förster, J. (2001). The effects of promotion and prevention cues on creativity. Journal of Personality and Social Psychology, 81(6), 1001-1013.
     Gagné, M., & Deci, E. L. (2005). Self‐determination theory and work motivation. Journal of Organizational behavior, 26(4), 331-362.
     Gilmore, D. C., Stevens, C. K., Harrell-Cook, G., & Ferris, G. R. (1999). Impression management tactics. The Employment Interview Handbook, 321-336.
     Goffman, E. (1959). 1990. The Presentation of Self in Everyday Life.
     Gordon, R. A. (1996). Impact of ingratiation on judgments and evaluations: A meta-analytic investigation. 71(1), 54-70.
     Gouldner, A. W. (1960). The norm of reciprocity: A preliminary statement. American Sociological Review, 161-178.
     Harrison, A. W., Hochwarter, W. A., Perrewe, P. L., & Ralston, D. A. (1998). The ingratiation construct: An assessment of the validity of the Measure of Ingratiatory Behaviors in Organizational Settings (MIBOS). Journal of Applied Psychology, 83(6), 932.
     Hayes, A. F. (2017). Introduction to mediation, moderation, and conditional process analysis: A regression-based approach: Guilford Publications.
     Higgins, E. T. (1997). Beyond pleasure and pain. American Psychologist, 52(12), 1280-1300.
     Higgins, E. T. (1998). Promotion and prevention: Regulatory focus as a motivational principle. Advances in Experimental Social Psychology, 30, 1-46.
     Higgins, E. T., Roney, C. J., Crowe, E., & Hymes, C. (1994). Ideal versus ought predilections for approach and avoidance distinct self-regulatory systems. Journal of Personality and Social Psychology, 66(2), 276-286.
     Jones, E. E. (1964). Ingratiation, a social psychological analysis: Appleton-Century-Crofts.
     Jones, E. E., & Pittman, T. S. (1982). Toward a general theory of strategic self-presentation. Psychological Perspectives on the Self, 1(1), 231-262.
     Jones, E. E., & Wortman, C. B. (1973). Ingratiation: An attributional approach: General Learning Press.
     Judge, T. A., & Bretz Jr, R. D. (1994). Political influence behavior and career success. Journal of Management, 20(1), 43-65.
     Kacmar, K. M., Carlson, D. S., & Bratton, V. K. (2004). Situational and dispositional factors as antecedents of ingratiatory behaviors in organizational settings. Journal of Vocational Behavior, 65(2), 309-331.
     Kipnis, D., & Vanderveer, R. (1971). Ingratiation and the use of power. Journal of Personality and Social Psychology, 17(3), 280-286.
     Kristof-Brown, A., Barrick, M. R., & Franke, M. (2002). Applicant impression management: Dispositional influences and consequences for recruiter perceptions of fit and similarity. Journal of Management, 28(1), 27-46.
     Kumar, K., & Beyerlein, M. (1991). Construction and validation of an instrument for measuring ingratiatory behaviors in organizational settings. Journal of Applied Psychology, 76(5), 619-627.
     Leary, M. R., & Kowalski, R. M. (1990). Impression management: A literature review and two-component model. Psychological Bulletin, 107(1), 34-47.
     Lee, F. K., Sheldon, K. M., & Turban, D. B. (2003). Personality and the goal-striving process: The influence of achievement goal patterns, goal level, and mental focus on performance and enjoyment. Journal of Applied Psychology, 88(2), 256-265.
     Liberman, N., Idson, L. C., Camacho, C. J., & Higgins, E. T. (1999). Promotion and prevention choices between stability and change. Journal of Personality and Social Psychology, 77(6), 1135-1145.
     Liden, R. C., & Mitchell, T. R. (1988). Ingratiatory behaviors in organizational settings. Academy of Management Review, 13(4), 572-587.
     Liu, Y., Ferris, G. R., Xu, J., Weitz, B. A., & Perrewé, P. L. (2014). When ingratiation backfires: The role of political skill in the ingratiation–internship performance relationship. Academy of Management Learning & Education, 13(4), 569-586.
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dc.identifier.doi (DOI) 10.6814/THE.NCCU.PSY.014.2018.C01-