Although ingratiatory behaviors have been investigated by social psychologists for almost twenty-five years, and have been discussed as being used in organizational settings as an upward influence strategy, few empirical studies have explored the use of ingratiation in organizations. The intent of this study has been to empirically investigate the use of ingratiatory behaviors in organizational settings. In doing so, a theory-based rationale for the occurrence of ingratiatory behaviors in organizational settings was developed. The framework developed for this study examined ingratiation as both an individually initiated and organizationally induced behavior. Next, a scale was developed to measure the frequency with which employees resort to ingratiatory behaviors in relationships with their superiors. Finally, a series of research propositions about the occurrence of ingratiatory behaviors in organizations were tested across a variety of organizational settings.

This study examines the reporting compliance, as defined by section 203(b) of the Labor -Management Reporting and Disclosure Act (LMRDA), 1959, of labor relations consultants who engage in persuader activity. Organized labor suggests that the loss in union strength results, in large part, from management's use of labor relations consultants and their failure to file required reports with the U.S. Department of Labor. Two samples of labor relations consultants known to have engaged in persuader activity and two samples of those who could be engaged in persuader activity are identified. A research questionnaire is mailed to 779 of the total of 887 labor relations consultants for whom an address could be developed. Discriminant analysis using 16 variables correctly classifies 93.8 percent of the responding labor relations consultants grouped according to whether they had filed required reports. Other discriminant analyses using selected variables are also conducted. Three associated questions are answered. First, there are an estimated 850 labor relations consultants who have engaged in persuader activity or who can be presumed to have engaged in persuader activity. Of this number, almost 500 are estimated to have engaged in persuader activity and only 30 percent of these are estimated to have filed …