Ingratiation, as discussed by Jones, includes which of the following forms?

• A. Flattery, Opinion Conformity, Self-presentation
• B. Fear appeals, scarcity, authority
• C. Door-in-the-door, high-pressure tactics
• D. Social proof, obedience

Answer: (A)

Ingratiation is a strategy aimed at increasing liking to make someone more predisposed to help or comply. The forms described—flattery, opinion conformity, and self-presentation—fit this goal nicely. Flattery uses compliments to boost the other person’s positive feelings toward you. Opinion conformity means you echo or align with the other person’s views, signaling that you share their perspective and are agreeable. Self-presentation involves shaping how you appear—friendly, competent, and cooperative—so you come across as likable and trustworthy. Together, these tactics are all about cultivating goodwill rather than appealing to fear, constraints, or authority.

Other listed tactics belong to different influence categories. Fear appeals, scarcity, and authority rely on emotions or power to sway rather than building personal liking. Door-in-the-face and high-pressure tactics are coercive or compliance-focused strategies, not ingratiation. Social proof and obedience involve following others' actions or obeying authority, which are distinct processes from the personal liking and impression management central to ingratiation.