3rd Annual Cal Poly Pomona Student Research Conference
March 6, 2015
University Library, Oral Presentations from 1 to 4 pm
Bronco Student Center (Ursa Minor), Poster Session and Reception from 4 to 6 pm
Presenter: Nicole Duong
Class Standing: Senior
Department: Psychology
College: Letters, Arts, Social Science
Co-presenters: Princess Egbule, Yaman Fejleh, Kristi Romero, and Solomon Washington
Faculty Mentor: Dr. Sara J. Langford
Presentation Type: Poster presentation
Project Title: The Ultimate Attribution Error and Voting For Ingratiators
Synopsis: This study examines the impact of the ultimate attribution error (UAE) and the gender effects of
ingratiation tactics on observer reactions during the hiring process.
Abstract: Ingratiation, or deliberately attempting to get someone to like oneself, is an influence tactic that can
be utilized in the workplace. This study utilizes the ultimate attribution error (UAE), which claims that
individuals attribute others' positive behaviors to their situation and negative behaviors to their disposition. In
particular, it addresses whether people put themselves in a more positive light than they do others when
predicting future behavior in the context of responding to ingratiation. The present study also addresses
judgments and behaviors linked to gender roles in the perception of ingratiation. Three hypotheses are
explored: (1) participants rate others as more likely than themselves to vote for an ingratiator; (2)
females/more feminine participants perceive ingratiators more favorably and are more likely to vote for those
individuals; and (3) female ingratiators are perceived more favorably than male ingratiators by participants. In a
laboratory quasi-experiment with a 2x2x2 mixed design, 174 participants with an average age of 20.33 viewed
scripted videos displaying either a male or female job candidate using ingratiation while applying for a job.
Participants completed a questionnaire measuring their perceptions of the ingratiatory, femininity, masculinity,
and demographic variables. Further, correlations between participant sex, femininity, and likelihood to vote
indicated that participant sex is unrelated to whether participants like ingratiators, but that the femininity of
participants is, such that more feminine participants are more likely to vote for ingratiators. Additional research
will be conducted on differences in perceptions of ingratiation in the workplace by using the UAE.