How Ingratiation Links to Counterproductive Work Behaviors: The Roles of Emotional Exhaustion and Power Distance Orientation

Abstract

Ingratiation is regarded as a powerful impression tactic that helps ingratiator achieve their intended goals. Although there is evidence that the consequences of ingratiation are not always positive, little research considers the dark effect of ingratiation on the ingratiator. Based on conservation of resources theory, we develop and test a model that links employees’ ingratiation to their counterproductive work behaviors. Data were collected from 216 supervisor-employee dyads. The results of examination with Mplus showed that ingratiation had a positive effect on counterproductive work behaviors, and emotional exhaustion played a mediating role in this relationship. Power distance orientation negatively moderated the relationship between ingratiation and emotional exhaustion and the indirect effect of emotional exhaustion on the relationship between ingratiation and counterproductive work behaviors. Our findings raise attention on the consequences of ingratiation for employees and the dark side of ingratiation for organization.

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“…We referred to previous research (e.g., Liu et al, 2015 ; Yan et al, 2020 ) and designed a two-wave measurement protocol at intervals of 2months to avoid common method biases ( Podsakoff et al, 2003 ). During the first collection period, we collected information on participants’ perceived levels of workplace ostracism, levels of anger, and demographic information.…”

“…Accounting for the heterogeneity of the sample, we controlled for five demographic variables (i.e., gender, age, education, position, and working time) that previous studies have suggested might affect employees’ counterproductive work behaviors (e.g., Chen et al, 2017 ; Yan et al, 2020 ). Gender was measured as a dichotomous variable, coded as “1” for male and “2” for female.…”

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