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Executive Summary

In the corporate world, board appointments are typically perceived as markers of success. However, new research from the Kellogg School suggests boardroom entrance strategies are rarely based on merit alone. "Past research has demonstrated the effects of corporate leaders taking part in ingratiation and persuasion tactics," said Ithai Stern, assistant professor of management and organizations and co-author of the study. "However, the study is the first to look at the effectiveness of specific tactics in increasing the likelihood of garnering board appointments at other firms, as well as which types of executives are most likely to effectively engage these tactics."

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