What is the degree to which people have alternatives in accessing resources?
Substitutability is the degree to which people have alternatives in accessing resources. Leaders that control resources to which no one else has access can use their power to gain greater influence. Leaders that control resources to which no one else has access can use their power to gain greater influence.
What is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer
E. Internalization. Ingratiation is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer. Ingratiation has been shown to be more effective when used as a long-term strategy and not nearly as effective when used immediately prior to making an influence attempt.
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