Which influence tactic involves gaining trust through flattery or friendliness?

Ingratiation is a social influence tactic that involves using flattery, friendliness, and positive behaviors to build rapport and gain trust from others. This strategy is often employed to make the influencer appear more likable and to create a favorable impression, which can ultimately lead to more persuasive power or stronger relationships.

The effectiveness of ingratiation stems from its ability to make others feel appreciated and valued, which can enhance cooperation and openness in communication. For instance, an employee may compliment a supervisor’s leadership style before making a request, thus increasing the chances of a favorable response.

In contrast, the other options represent different strategies that do not primarily focus on gaining trust through positive interpersonal dynamics. Coalitions involve forming alliances with others to strengthen one's position; exchange refers to negotiating favors or benefits; while pressure involves using demands or threats to influence others. Each of these methods operates under different assumptions and contexts compared to the more relationship-oriented approach of ingratiation.