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Madison: University of Wisconsin Press. Inikori, Joseph. 2002. Africans and the Industrial Revolution in England: A Study in International Trade and Economic Development. : Cambridge University Press. Williams, Eric. 1944. Capitalism and Slavery. Chapel Hill: University of North Carolina Press. Joseph Avitable INITIAL PUBLIC OFFERING (IPO) An initial public offering (IPO) is the first (“initial”) sale of equity to the public by a private company, usually through investment banks. The private company thereby becomes a public company (it “goes public”).

Geertz, Clifford. 1963. Peddlers and Princes: Social Change and Economic Modernization in Two Indonesian Towns. Chicago: University of Chicago Press. Hart, Keith. 1973. Informal Income Opportunities and Urban Employment in Ghana. Journal of Modern African Studies 11 (1): 61–89 Hart, Keith. 2004. Formal Bureaucracy and the Emergent Forms of the Informal Economy. Paper presented at the EGDIWIDER, United Nations University, conference Unlocking Human Potential, September 17–18, 2004, Helsinki. uk/papers/forms.

Also, the target of the ingratiation is very often not aware of what is going on; whereas observers tend to quickly notice when ingratiation occurs, targets of ingratiation are less suspicious. So, the effects of ingratiation are generally as intended: The target likes the ingratiator, and is more inclined to do favors for the ingratiator. The ingratiator may not be aware of his own insincerity either, and may get away with the feeling that he and the target get along very well. E. E. Jones called this the “autistic conspiracy”: Both ingratiator and target are not fully aware of the hidden agenda in their interaction (the ingratiator who wants something; the target who is happy to be flattered, satisfying his or her self-enhancement motive), and they simply feel good because they both get what they want.

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