Ingratiation: Experimental Evidence
type: Dataset
description: We investigate experimentally ingratiatory behavior expressed by opinion conformity. Both individuals' performance at a task and their opinions on various topics can be observed before unequal payoffs are assigned by a second mover. In some treatments, first movers can change their opinion after learning that held by the second mover. We find evidence of high ingratiation indices, as opinion conformity is rewarded. However, second movers reward conformity less when it is common knowledge that opinions can be manipulated strategically. Introducing a monetary cost for changing opinion reduces ingratiation. Introducing performance-related pay for the second mover makes ingratiation less rewarding but does not eliminate it completely. Reducing the noise in the measurement of ability has little effect.
landing page: 0014-2921
keyword: discrimination
keyword: experiment
keyword: favoritism
keyword: infoeu-reposemanticsarticle
keyword: ingratiation
keyword: jel-m---business-administration-and-business-economics--marketing--accounting--personnel-economi
keyword: journal-articles
keyword: opinion-conformity
keyword: shsecohumanities-and-social-scienceseconomics-and-finance
keyword: social-distance
issued: 2026-05-08T00:49:08.037534
modified: 2026-05-08T00:49:08.037539
language: en
contact point: Organization
  fn: CCSD

test_moissonnage_selune
type: Agent

Ingratiation: Experimental Evidence
type: Distribution
format: HTML
access URL: https://shs.hal.science/halshs-00911556
issued: 2026-05-08T00:49:08.055381
modified: 2026-05-08T00:49:08.022181