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  • 2018
  • Working Paper
  • HBS Working Paper Series

Backhanded Compliments: How Negative Comparisons Undermine Flattery

By: Ovul Sezer, Alison Wood Brooks and Michael I. Norton
  • Format:Print
  • | Language:English
  • | Pages:65
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Abstract

Seven studies (N = 2352) examine backhanded compliments—seeming praise that draws a comparison with a negative standard—a distinct self-presentation strategy with two simultaneous goals: eliciting liking (“Your speech was good…”) and conveying status (“…for a woman”). Backhanded compliments are common, from delivering feedback in work settings to communicating in casual conversation and take several distinct forms (Studies 1a-b). Backhanded compliments have mixed effectiveness, as people who deliver backhanded compliments erroneously believe that they will both convey high status and elicit liking (Studies 2a-2b), but recipients and third-party evaluators grant them neither (Studies 3a-3b); however, backhanded compliments are successful in reducing recipients’ motivation (Study 3c). We identify two constructs useful in determining the general effectiveness of ingratiation: excessive concern with image drives negative perceptions of backhanded compliment givers, while perceptions of low relative rank in a distribution drives the reduced motivation of backhanded compliment recipients.

Keywords

Backhanded Compliments; Self-presentation; Impression Management; Interpersonal Perception; Liking; Status; Image Concern; Interpersonal Communication; Status and Position; Perception; Motivation and Incentives

Citation

Sezer, Ovul, Alison Wood Brooks, and Michael I. Norton. "Backhanded Compliments: How Negative Comparisons Undermine Flattery." Harvard Business School Working Paper, No. 18-082, February 2018.
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About The Authors

Alison Wood Brooks

Negotiation, Organizations & Markets
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Michael I. Norton

Negotiation, Organizations & Markets
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More from the Authors
  • Speedy Activists: Firm Reaction Time to Sociopolitical Events Influences Consumer Behavior By: Jimin Nam, M. Balakrishnan, Julian De Freitas and Alison Wood Brooks
  • When Alterations Are Violations: Moral Outrage and Punishment in Response to (Even Minor) Alterations to Rituals By: Daniel H. Stein, Juliana Schroeder, Nicholas M. Hobson, Francesca Gino and Michael I. Norton
  • The Conversational Circumplex: Identifying, Prioritizing, and Pursuing Informational and Relational Motives in Conversation By: Michael Yeomans, Maurice E. Schweitzer and Alison Wood Brooks
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