Ingratiation, Perceived Similarity Effects on Job Performance: The Mediating Role of Leader-Member Exchange
Article Sidebar
Main Article Content
Abstract
The metal business encounters significant market competition, compelling manufacturing companies to enhance human resource management to ensure consistent job performance. This study, based on Social Exchange Theory (SET), seeks to investigate the impact of Ingratiation and Perceived Similarity on Job Performance, with Leader-Member Exchange (LMX) serving as a mediating variable at PT. XYZ Indonesia. This study used a quantitative methodology to examine data from a saturated sample of 150 employees via the PLS-SEM technique through SmartPLS 4.0 software. The findings demonstrate that Ingratiation and LMX have significant and positive direct impacts on Job Performance. Conversely, Perceived Similarity does not directly influence Job Performance. LMX significantly mediates effects of both Ingratiation and Perceived Similarity on Job Performance. The integrated model effectively accounts for 72.7% of the variance in employee performance. The findings indicate that within the SET framework, cultivating high-quality supervisor-subordinate relationships is essential for enhancing workplace task productivity.
Downloads
Article Details
This work is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License.
References
Bande, B., Jaramillo, F., Fernández-Ferrín, P., & Varela, J. A. (2019). Salesperson coping with work-family conflict: The joint effects of ingratiation and self-promotion. Journal of Business Research, 95, 143–155. https://doi.org/10.1016/j.jbusres.2018.10.015
Bolino, M. C., & Turnley, W. H. (1999). Measuring Impression Management in Organizations: A Scale Development Based on the Jones and Pittman Taxonomy. Organizational Research Methods, 2(2), 187–206. https://doi.org/10.1177/109442819922005
Bolino, M., Long, D., & Turnley, W. (2016). Impression Management in Organizations: Critical Questions, Answers, and Areas for Future Research. Annual Review of Organizational Psychology and Organizational Behavior, 3, 377–406. https://doi.org/10.1146/annurev-orgpsych-041015-062337
Cohen, J., & Hershman-Shitrit, M. (2017). Mediated relationships with TV characters. Scientific Study of Literature, 7(1), 109–128. https://doi.org/10.1075/ssol.7.1.05coh
Cropanzano, R., & Mitchell, M. S. (2005). Cropanzano 2005 JManage Lit rev for SET clarification. Journal of Management, 31(6), 874–901.
DİRLİK, O., TOPBAŞ, M. E., & ÖMÜRİŞ, E. (2023). Leader-Member Exchange and Job Performance in Municipalities: Mediating Effect of Organizational Commitment. Eskişehir Osmangazi Üniversitesi İktisadi ve İdari Bilimler Dergisi, 18(2), 381–396. https://doi.org/10.17153/oguiibf.1256794
Fitriastuti, T., & Vanderstraeten, A. (2022). Being Out of the Loop: Workplace Deviance as a Mediator of the Impact of Impression Management on Workplace Exclusion. Sustainability (Switzerland), 14(2). https://doi.org/10.3390/su14021004
Giao, H. N. K., Vuong, B. N., & Tushar, H. (2020). The impact of social support on job-related behaviors through the mediating role of job stress and the moderating role of locus of control: Empirical evidence from the Vietnamese banking industry. Cogent Business and Management, 7(1). https://doi.org/10.1080/23311975.2020.1841359
Hair, J. F., Hult, G. T. M., Ringle, C. M., & Sarstedt, M. (2022). A Primer on Partial Least Squares Structural Equation Modeling (PLS-SEM) (3rd ed.). SAGE Publications.
Ji, H., Zhao, X., & Dang, J. (2023). Relationship between leadership-member exchange (LMX) and flow at work among medical workers during the COVID-19: the mediating role of job crafting. BMC Psychology, 11(1). https://doi.org/10.1186/s40359-023-01194-3
Jufrizen, J., Harahap, D. S., & Khair, H. (2024). Leader-Member Exchange and Employee Performance: Mediating Roles of Work Engagement and Job Satisfaction. Journal of Economics, Business, & Accountancy Ventura, 26(3), 306–322. https://doi.org/10.14414/jebav.v26i3.3591
Kangas, H. (2021). Spanning leader–subordinate relationships through negative interactions: An examination of leader–member exchange breaches. Leadership, 17(2), 173–190. https://doi.org/10.1177/1742715020952676
Kong, M., Xu, H., Zhou, A., & Yuan, Y. (2019). Implicit followership theory to employee creativity: The roles of leader-member exchange, self-efficacy and intrinsic motivation. Journal of Management and Organization, 25(1), 81–95. https://doi.org/10.1017/jmo.2017.18
Koopman, J., Matta, F. K., Scott, B. A., & Conlon, D. E. (2015). Ingratiation and popularity as antecedents of justice: A social exchange and social capital perspective. Organizational Behavior and Human Decision Processes, 131, 132–148. https://doi.org/10.1016/j.obhdp.2015.09.001
Latifoglu, N., Imamoglu, S. Z., Ince, H., & Altindag, E. (2023). Effect of Leader–Member Exchange on Proactive Employee Behavior and Employee Performance: The Moderating Role of Innovative Climate. Sustainability 2023, 15, 14670., 15(20), 14670. https://doi.org/https://doi.org/10.3390/ su152014670
Lestari, D. A., & Budiono. (2021). Pengaruh work family conflict dan emotional exhaustion terhadap kinerja perawat wanita melalui organizational commitment pada rumah sakit petrokimia gresik. Jurnal Ilmu Manajemen Volume, 9(2019), 167–181. https://doi.org/https://doi.org/10.26740/jim.v9n1.p167-181
Li, L., Zheng, X., & Sun, S. (2022). From Deep-Level Similarity to Subordinate Moqi: The Mediating Role of Leader-Member Exchange. Frontiers in Psychology, 13(May), 1–11. https://doi.org/10.3389/fpsyg.2022.879284
Liden, R. C., & Maslyn, J. M. (1998). Multidimensionafity of Leader-Member Exchange: An Empirical Assessment through Scale Development. Journal of Management, 24(1), 43–72. https://doi.org/10.1177/014920639802400105
Liu, C. (2021). Leader-member Exchange and Job Performance: Comparing the Influence of Actual and Perceived Cultural Similarity. Proceedings of the 1st International Symposium on Innovative Management and Economics (ISIME 2021), 185. https://doi.org/10.2991/aebmr.k.210803.072
Liu, H., Chu, H., Huang, Q., & Chen, X. (2016). Enhancing the flow experience of consumers in China through interpersonal interaction in social commerce. Computers in Human Behavior, 58, 306–314. https://doi.org/10.1016/j.chb.2016.01.012
Maksum, K., & Abidin, A. Z. (2026). Pengaruh Work-Life Balance Dan Kepuasan Kerja Terhadap Kinerja Karyawan PT . Sumber Makmur Di Jambe Kabupaten Tangerang. Jurnal Ilmiah Ekonomi Manajemen Bisnis Dan Akuntansi Vol.3, 3(2).
Muhiddin, A. H., Adam, M., & Mukhlis. (2025). The influence of Leader Member Exchange on Employee Performance with Job Security, Job Resources and Work Engagement as Mediation at Banda Aceh Tax Office. INTERNATIONAL JOURNAL OF SOCIAL SCIENCE HUMANITY & MANAGEMENT RESEARCH, 4(3), 537–547. https://doi.org/DOI: 10.58806/ijsshmr.2025v4i3n16,
Nawi, N. M., & Ismail, F. (2021). The Effect of Performance Appraisal towards Employee Performance and Employee Satisfaction among Employee at University Hospital X. Research in Management of Technology and Business, 2(1), 184–200. https://doi.org/https://doi.org/10.30880/rmtb.2021.02.01.013
Parekev, F. J., Suryosukmono, G., Hayadi, I., & Nasution, N. (2024). Impression Management Tactics in the Workplace: Enhancing or Compromising the Employee Performance? International Journal of Business Science and Applied Management, 19(1), 59–76. https://doi.org/10.69864/ijbsam.19-1.183
Parent-Rocheleau, X., Bentein, K., & Simard, G. (2020). Positive together? The effects of leader-follower (dis)similarity in psychological capital. Journal of Business Research, 110, 435–444. https://doi.org/10.1016/j.jbusres.2020.02.016
Radstaak, M., & Hennes, A. (2017). Leader – member exchange fosters work engagement : The mediating role of job crafting. 1–11. https://doi.org/https://doi. org/10.4102/sajip.v43. i0.1458
Regts, G., Molleman, E., & van de Brake, H. J. (2019). The impact of leader‒member exchange on follower performance in light of the larger social network. Human Relations, 72(8), 1265–1291. https://doi.org/10.1177/0018726718806351
Robert, V., & Vandenberghe, C. (2020). Locus of Control and Leader – Member Exchange : A Dimensional , Contextualized , and Prospective Analysis. 11(October), 1–14. https://doi.org/10.3389/fpsyg.2020.537917
Şahin, E. T., & Kanbur, A. (2022). Presenteeism in Healthcare Professionals and its Effect on Job Performance (Contextual Performance / Task Performance). Journal of Nursology, 25(1), 7–13. https://doi.org/10.54614/JANHS.2022.872792
Sibunruang, H., & Kawai, N. (2023). Promoting career growth potential: political skill, the acquisition of social resources and ingratiation. Journal of Management and Organization, 29(2), 227–246. https://doi.org/10.1017/jmo.2021.25
Turban, D. B., Jones, A. E., Nora, H., Svyantek, F., Sarabia, E., & Alexander, J. (1988). Supervisor-Subordinate Similarity : Types , Effects , and Mechanisms. 73(2), 228–234.
Valenzuela, M. A., Jian, G., & Jolly, P. M. (2020). When more is better: The relationships between perceived deep-level similarity, perceived workplace ethnic diversity, and immigrants’ quality of coworker relationships. Employee Relations, 42(2), 507–524. https://doi.org/10.1108/ER-05-2019-0202
Wang, S., Liden, R. C., Liu, H., Li, Y., & Wang, H. (2025). The Curvilinear Effect of Newcomer Ingratiation on Leader–Member Exchange: A Dual-Pathway Model of Supervisor Attributions. Journal of Applied Psychology. https://doi.org/10.1037/apl0001292
World Steel Association. (2024). 2024 World Steel. https://worldsteel.org/data/world-steel-in-figures/world-steel-in-figures-2024/
Zakiy, M. (2024). Linking Person Supervisor Fit With Employee Performance and Work Engagement: The Mediating Role of LMX. SAGE Open, 14(3), 1–13. https://doi.org/10.1177/21582440241271183
Zhafira, A. K., Purba, C. A. F., Asteriani, D., & Soesilo, P. K. M. (2022). The Effect of Social Media Influencer’s Perceived Sincerity and Perceived Similarity on Consumers’ Attitude and Purhcase Intention. Journal of Research in Business, Economics, and Education, 4(1), 22–32. https://e-journal.stiekusumanegara.ac.id/index.php/jrbee/article/view/366
Zheng, X., & Chang, Y. (2026). The Influence of Intrinsic Motivation and Perceived Leader Similarity on Chinese University Teachers’ Subjective Career Success. Journal of Educational and Social Research, 16(1), 78. https://doi.org/10.36941/jesr-2026-0240