Effects of Machiavellianism on Ingratiation in Organizational Settings

Influential behaviour has generally been shaped by personality. In organizational research, Machiavellianism has commonly been defined as the need to develop and defend one’s power and success. It is the utilisation of power to incite other people to act or believe in conformity with one’s own principle and a personality disposition that involves manipulative and deceptive intent. Whereas, ingratiation is an influence tactic to obtain favour from somebody by purposeful efforts. It is depicted as subordinates’ improper efforts within an organisation to enhance their interpersonal allure in the eyes of their superior. In other words, the subordinates are attempting to obtain the superiorʹs approval with the aim of attaining favourable perquisites such as promotions and raises. Thus, such influence tactic is more often than not, a reflection of a personality trait found in Machiavellianism. On this premise, this paper elucidates the relationship between Machiavellianism and ingratiatory behaviours of subordinates in organisations.