Development of A Measure of Ingratiatory Behaviour in Organizations

The paper reports the development of a multidimensional, factorially independent scale to measure ingratiatory behaviour in work organizations. The scale was developed and tested on a sample (N=294) of managers working in seven diverse manufacturing organizations located in Northern India. The final scale constrained to 26 items, with five dimensions: Using a third person, enhancement of self, disparagement of self, instrumental dependency, and target gratification. The scale showed a high internal consistency reliability and substantial content, convergent, and discriminant validities. Implications of the findings are discussed, future directions are suggested, and conclusions about the new scale are drawn.