Дэниель Пинк - Человеку свойственно продавать. Удивительная правда о том, как побуждать других к действию

Adam D. Galinsky, Joe C. Magee, M. Ena Inesi, and Deborah H. Gruenfeld, “Power and Perspectives Not Taken,” Psycho-logical Science 17 (December 2006): 1068–74.

Ibid., 1070.

Ibid., 1071.

Britt Peterson, “Why It Matters That Our Politicians Are Rich,” Boston Globe, February 19, 2012. См. также Michael W. Kraus, Paul K. Piff, and Dacher Keltner, “Social Class as Culture: The Convergence of Resources and Rank in the Social Realm,” Current Directions in Psychological Science 20, no. 4 (August 2011): 246–50.

Adam D. Galinsky, William W. Maddux, Debra Gilin, and Judith B. White, “Why It Pays to Get Inside the Head of Your Opponent: The Differential Effects of Perspective Taking and Empathy in Negotiations,” Psychological Science 19, no. 4 (April 2008): 378–84.

Pauline W. Chen, “Can Doctors Learn Empathy?” New York Times , June 21, 2012.

Galinsky et al., “Why It Pays,” 383.

Для начального и доступного знакомства с анализом социальных сетей см. работу Валдиса Кребса на http://www.orgnet.com. Прекрасная книга для знакомства с темой: Lee Rainie and Barry Wellman, Networked: The New Social Operating System (Cambridge, MA: MIT Press, 2012).

William W. Maddux, Elizabeth Mullen, and Adam D. Galinsky, “Chameleons Bake Bigger Pies and Take Bigger Pieces: Strategic Behavioral Mimicry Facilitates Negotiation Outcomes,” Journal of Experimental Social Psychology 44, no. 2 (March 2008): 461–68.

«Эффект хамелеона относится к бессознательному подражанию позам, манерам, выражению лица и другим особенностям поведения партнеров по взаимодействию таким образом, что поведение человека пассивно и непреднамеренно меняется, чтобы соответствовать поведению других в текущем социальном окружении». Tanya L. Chartrand and John A. Bargh, “The Chameleon Effect: The Perception-Behavior Link and Social Interaction,” Journal of Personality and Social Psychology 76, no. 6 (June 1999): 893–910.

Maddux et al., “Chameleons Bake Bigger Pies,” 463.

Ibid., 466.

Ibid., 461.

Adrienne Murrill, “Imitation Is Best Form of Flattery – and a Good Negotiation Strategy,” Kellogg News , August 16, 2007. Доступно на http://www.kellogg.northwestern.edu/news_articles/2007/aom-mimicry.aspx.

Rick B. van Baaren, Rob W. Holland, Bregje Steenaert, and Ad van Knippenberg, “Mimicry for Money: Behavioral Consequences of Imitation,” Journal of Experimental Social Psychology 39, no. 4 (July 2003): 393–98.

Céline Jacob, Nicolas Guéguen, Angélique Martin, and Gaëlle Boulbry, “Retail Salespeople’s Mimicry of Customers: Effects on Consumer Behavior,” Journal of Retailing and Consumer Services 18, no. 5 (September 2011): 381–88.

Robin J. Tanner, Rosellina Ferraro, Tanya L. Chartrand, James R. Bettman, and Rick Van Baaren, “Of Chameleons and Consumption: The Impact of Mimicry on Choice and Preferences,” Journal of Consumer Research 34 (April 2008): 754–66.

April H. Crusco and Christopher G. Wetzel, “The Midas Touch: The Effects of Interpersonal Touch on Restaurant Tipping,” Personality and Social Psychology Bulletin 10, no. 4 (December 1984): 512–17; Céline Jacob and Nicolas Guéguen, “The Effect of Physical Distance Between Patrons and Servers on Tipping,” Journal of Hospitality & Tourism Research 36, no. 1 (February 2012): 25–31.

Nicolas Guéguen, “Courtship Compliance: The Effect of Touch on Women’s Behavior,” Social Influence 2, no. 2 (2007): 81–97.

Frank N. Willis and Helen K. Hamm, “The Use of Interpersonal Touch in Securing Compliance,” Journal of Nonverbal Behavior 5, no. 5 (September 1980): 49–55.

Damien Erceau and Nicolas Guéguen, “Tactile Contact and Evaluation of the Toucher,” Journal of Social Psychology 147, no. 4 (August 2007): 441–44.

См. также Liam C. Kavanagh, Christopher L. Suhler, Patricia S. Churchland, and Piotr Winkielman, “When It’s an Error to Mirror: The Surprising Reputational Costs of Mimicry,” Psychological Science 22, no. 10 (October 2011): 1274–76.

Daniel Kahneman, Ed Diener, and Norbert Schwarz, eds., Well-Being: The Foundations of Hedonic Psychology (New York: Russell Sage Foundation, 1999), 218.

P. T. Costa Jr. and R. R. McCrae, NEO PI-R Professional Manual (Odessa, FL: Psychological Assessment Resources, Inc., 1992), 15; Susan Cain, Quiet: The Power of Introverts in a World That Can’t Stop Talking (New York: Crown, 2012).

См., напр., Table 1 in Wendy S. Dunn, Michael K. Mount, Murray R. Barrick, and Deniz S. Ones, “Relative Importance of Personality and General Mental Ability in Managers’ Judgments of Applicant Qualiications,” Journal of Applied Psychology 80, no. 4 (August 1995): 500–509.

Adrian Furnham and Carl Fudge, “The Five Factor Model of Personality and Sales Performance,” Journal of Individual Differences 29, no. 1 (January 2008): 11–16; Murray R. Barrick, Michael K. Mount, and Judy P. Strauss, “Conscientiousness and Performance of Sales Representatives: Test of the Mediating Effects of Goal Setting,” Journal of Applied Psychology 78, no. 5 (October 1993): 715–22 (выделение добавлено автором).

Murray R. Barrick, Michael K. Mount, and Timothy A. Judge, “Personality and Performance at the Beginning of the New Millennium: What Do We Know and Where Do We Go Next?” International Journal of Selection and Assessment 9, nos. 1–2 (March – June 2001): 9–30.

См., напр., Adam M. Grant, Francesca Gino, and David A. Hofmann, “Reversing the Extraverted Leadership Advantage: The Role of Employee Proactivity,” Academy of Management Journal 54, no. 3 (June 2011): 528–50.

Adam M. Grant, “Rethinking the Extraverted Sales Ideal: The Ambivert Advantage,” Psychological Science (готовится к выпуску, 2013 г.).

H. J. Eysenck, Readings in Extraversion and Introversion: Bearings on Basic Psychological Processes (New York: Staples Press, 1971).

Grant, “Rethinking the Extraverted Sales Ideal.”

Ibid.

Steve W. Martin, “Seven Personality Traits of Top Salespeople,” HBR Blog Network , June 27, 2011, доступно на http://blogs.hbr.org/cs/2011/06/the_seven_personality_traits_o.html; Lynette J. Ryals and Iain Davies, “Do You Really Know Who Your Best Salespeople Are?” Harvard Business Review , December 2010.