Encoding and decoding of ingratiation in modes of smiling and gaze

The present research is a first attempt to explore the ingratiation ingredients of non-verbal attractiveness. In particular, the ingratiator's paradox is investigated. This occurs when an increase in attractiveness of A makes B aware of an ingratiation attempt. A first experiment was set up to detect the ways in which ingratiation overtures are displayed in smiling and gaze during task-orientated behaviour. As predicted from empirical research and from Argyle & Dean's (1965) 'intimacy equilibrium' model, a higher percentage of smiling and gaze, together with more frequent smiling and longer gaze, occurred under the ingratiation than control condition. A second experiment investigated if the ingratiation and spontaneity behaviours that were displayed would be differentially evaluated. To this purpose, observers naive to the conditions were confronted with the videotaped behaviours. As predicted from ingratiation and attributional frameworks, ingratiation behaviours were more favourably evaluated, though they were considered as strategic in nature. This discussion highlights the subtlety involved in non-verbal ingratiation.