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All Journal Jurnal Ilmiah Manajemen dan Bisnis FORUM EKONOMI: Jurnal Ekonomi, Manajemen dan Akuntansi
Sayidina, Nabilla Azzahra
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Decision Sciences, Operations Research & Management Economics, Econometrics & Finance

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It’s Not the Flattery, It’s the Relationship: Rethinking LMX and Workplace Deviance through Ingratiation Sayidina, Nabilla Azzahra; Fitriastuti, Triana
Jurnal Ilmiah Manajemen & Bisnis Vol 10 No 1 (2025)
Publisher : Universitas Pendidikan Nasional

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.38043/jimb.v10i1.6426

Abstract

This study examines the moderating role of ingratiation in the relationship between Leader–Member Exchange (LMX) and workplace deviance. While prior research has consistently demonstrated that high-quality LMX reduces deviant workplace behavior through increased trust and mutual support, limited attention has been given to how impression management tactics, such as ingratiation, may influence this relationship. Drawing on a quantitative approach, the study analyzes data from (395) employees across diverse industries in Indonesia. The results indicate that ingratiation significantly moderates the effect of LMX on workplace deviance. Specifically, the negative association between LMX and deviance becomes stronger when ingratiation is high. This finding challenges the conventional assumption that ingratiation is inherently dysfunctional and suggests instead that, in the context of strong leader–subordinate relationships, its potentially negative effects can be socially regulated. The study contributes to the literature by positioning ingratiation not only as a behavioral risk but also as a contextual trigger that activates LMX's adaptive control function. Practically, the findings underscore the importance of strengthening high-quality workplace relationships while managing political behavior as part of developing a constructive and ethical organizational culture.
The Effect of Ingratiation and Inspirational Appeals on Customer Trust Salsabila, Andini; Fitriastuti, Triana; Riyadi, Sri Wahyuni; Anggriyani, Windi; Sayidina, Nabilla Azzahra
FORUM EKONOMI: Jurnal Ekonomi, Manajemen dan Akuntansi Vol. 27 No. 4 (2025): Oktober
Publisher : FEB Universitas Mulawarman

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.30872/jfor.v27i1/4360

Abstract

This study aims to investigate how interpersonal influence tactics employed by salespeople, specifically inspirational appeals and ingratiation, impact customer trust. A quantitative approach was employed by distributing questionnaires to 202 customers in Indonesia who had interacted with salespeople to obtain product information or recommendations. Multiple linear regression analysis was conducted to assess the impact of each tactic on customer trust. The results show that inspirational appeal has a negative and significant effect on customer trust, indicating that emotionally driven or value-oriented messages delivered by salespeople can reduce customer trust, possibly because they are misaligned with customer expectations or needs. In contrast, ingratiation has a negative but not statistically significant effect on customer trust, suggesting that compliments, flattery, or excessive and insincere attempts to win customers’ favor are insufficient to influence their level of trust. These findings suggest that interpersonal influence tactics must be matched to customer characteristics, and not all approaches are equally effective in building trust.
Co-Authors Anggriyani, Windi Riyadi, Sri Wahyuni Salsabila, Andini Triana Fitriastuti