Flattery Will Get You Everywhere (Especially If You Are A Male Caucasian): How Ingratiation, Boardroom Behavior, And Demographic Minority Status Affect Additional Board Appointments at U.S. Companies

This study examined influences on the likelihood that directors of U.S. corporations will receive additional board appointments. We tested hypotheses with original survey data from 760 outside directors at large and medium-sized U.S. firms. Supplementary analyses assessed post-Enron era generalizability. Directors increased their chances of board appointments via provision of advice and information to CEOs and ingratiatory behavior toward peer directors. Ethnic minorities and women were rewarded less on the director labor market for such behaviors. Directors also increased their appointment chances by engaging in low levels of monitoring and control behavior, and demographic minorities were punished more for such behaviors.