Ingratiation strategy

Definition

An ingratiation strategy is a communication tactic used by individuals or organizations to gain favor or approval from a target audience. This strategy involves positive reinforcement, flattery, or self-presentation techniques to build rapport and establish goodwill, especially in situations of conflict or crisis. In the context of crisis response, ingratiation can help soften the impact of negative events and promote a more favorable perception among stakeholders.

5 Must Know Facts For Your Next Test

1. Ingratiation strategies are often employed during a crisis to soften stakeholder reactions and facilitate smoother communication.
2. This approach can include expressions of concern, showing empathy, or highlighting shared values with the audience.
3. Organizations may use ingratiation to rebuild trust after a scandal or failure by acknowledging past mistakes and expressing commitment to improvement.
4. Using ingratiation effectively requires understanding the audience's values and concerns, ensuring messages resonate with them.
5. While ingratiation can be beneficial, overuse or insincerity can lead to skepticism, potentially damaging credibility further.

Review Questions

• How does an ingratiation strategy function within the context of crisis response, and what are its intended outcomes?
  • An ingratiation strategy functions in crisis response by fostering positive relationships between an organization and its stakeholders. By using techniques such as expressing empathy and highlighting shared values, organizations aim to mitigate negative perceptions resulting from the crisis. The intended outcomes are to soften stakeholder reactions, rebuild trust, and ultimately encourage a more favorable view of the organization moving forward.
• Evaluate the effectiveness of ingratiation strategies in restoring public perception after a crisis event.
  • The effectiveness of ingratiation strategies in restoring public perception relies heavily on their sincerity and relevance to the audience's concerns. When used appropriately, these strategies can successfully rebuild trust and facilitate open communication. However, if perceived as manipulative or insincere, they can backfire and further damage an organization's reputation. Therefore, it’s essential for organizations to balance ingratiation with genuine actions that demonstrate accountability and commitment to change.
• Analyze how ingratiation strategies can impact long-term organizational reputation following a crisis, considering both potential benefits and pitfalls.
  • Ingratiation strategies can significantly impact long-term organizational reputation by shaping how stakeholders perceive an organization's responsiveness and integrity post-crisis. When these strategies are implemented effectively, they can lead to enhanced stakeholder relationships and improved public perception over time. However, if stakeholders perceive these efforts as disingenuous or merely tactical maneuvers without real change behind them, it can result in skepticism and distrust. The key lies in integrating ingratiation with substantive actions that demonstrate genuine commitment to addressing the issues that led to the crisis.

Related terms

image repair theory: A framework that outlines strategies organizations can use to restore their reputation after a crisis, including denial, evasion of responsibility, reducing offensiveness, and corrective action.

public perception:

The collective opinions and attitudes held by the public towards an organization or individual, significantly influencing their credibility and trustworthiness.

crisis communication: The strategic approach taken by organizations to communicate with stakeholders during a crisis, aiming to manage information and mitigate damage to reputation.