ABSTRACT
The great bulk of social-psychological literature is comprised of analyses of the factors that produce behavioral compliance, attitude change, obedience to authority, conformity to social pressures, imitation of a model, and the like. Deliberate and illicit strategies people employ for the purpose of increasing their attractiveness in the eyes of others and in the hope of thereby acquiring subsequent rewards are collectively referred to as ingratiation. By definition the study of leadership is concerned with people who control and direct the actions of others. Theorists working in the area of leadership only recently have begun to explicitly conceptualize their field in terms of social power and influence. Threats and promises are influence modes in which the source controls and can mediate punishments and rewards to the target and does not attempt to hide his influence intentions. Rewards and punishments may be directly mediated to a target in a manner calculated to gain some advantage for the source.
