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Summary The main objective of this paper was to demonstrate the role of the personality variable Machiavellianism and of the situational variable competition vs. noncompetition on the adoption of ingratiation tactics such as paying compliments, other enhancement, and opinion conformity. Thirty-two male undergraduates of a technology institution in India participated in the experiment. Several weeks after the original pretesting on Mach IV scale, high and low mach Ss were assigned to one of the two experimental conditions representing competitive/noncompetitive hypothetical job interview situations. Results clearly support the role of Machiavellianism in adoption of ingratiating behaviors. Those who were high on Mach IV scale scores significantly showed more liking for praising and agreeing with target person in comparison to those who were low on Mach IV scale scores. The situational variable was significant only for opinion conformity.
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Pandey et al. (1979) studied this question.
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