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

Leaf Van Boven and Thomas Gilovich, “To Do or to Have? That Is the Question,” Journal of Personality and Social Psychology 85 (2003): 1193–1202, 1194.

Ibid.

Varda Liberman, Steven M. Samuels, and Lee Ross, “The Name of the Game: Predictive Power of Reputations Versus Situational Labels in Determining Prisoner’s Dilemma Game Moves,” Personality and Social Psychology Bulletin 30 (September 2004): 1175–85.

Danit Ein-Gar, Baba Shiv, and Zakary L. Tormala, “When Blemishing Leads to Blossoming: The Positive Effect of Negative Information,” Journal of Consumer Research 38 (2012): 846–59.

Zakary Tormala, Jayson Jia, and Michael Norton, “The Preference for Potential,” Journal of Personality and Social Psychology 103 (October 2012): 567–83.

Это объяснение основано на отчете в книге: Lee Ross and Richard E. Nisbett, The Person and the Situation (London: Pinter & Martin, 2011), 132–33.

Рассказы об Отисе и его изобретении см. в Spencer Klaw, “All Safe, Gentlemen, All Safe!” American Heritage 29, no. 5 (August – September 1978); PBS Online, “Who Made America?”, доступно на http://www.pbs.org/wgbh/theymadeamerica/whomade/otis_hi.html; Otis Worldwide, “About Elevators,” на http://www.otisworldwide.com/pdf/AboutElevators.pdf

Kimberly D. Elsbach and Roderick M. Kramer, “Assessing Creativity in Hollywood Pitch Meetings: Evidence for a Dual-Process Model of Creativity Judgments,” Academy of Management Journal 46, no. 3 (June 2003): 283–301.

Ibid., 294.

Kimberly D. Elsbach, “How to Pitch a Brilliant Idea,” Harvard Business Review 81, no. 9 (September 2003): 117–23.

Elsbach and Kramer, “Assessing Creativity in Hollywood Pitch Meetings,” 296.

“Wordy Goods,” Economist , August 22, 2012, доступно на http://www.economist.com/blogs/graphicdetail/2012/08/daily-chart-5

Maurice Saatchi, “The Strange Death of Modern Advertising,” Financial Times , June 22, 2006.

Ibid.

Robert E. Burnkrant and Daniel J. Howard, “Effects of the Use of Introductory Rhetorical Questions Versus Statements on Information Processing,” Journal of Personality and Social Psychology 47, no. 6 (December 1984): 1218–30. Похожие результаты см. в: Richard E. Petty, John T. Cacioppo, and Martin Heesacker, “Effects of Rhetorical Questions on Persuasion: A Cognitive Response Analysis,” Journal of Personality and Social Psychology 40, no. 3 (March 1981): 432–40. О роли задающего вопросы см.: Rohini Ahluwalia and Robert E. Burnkrant, “Answering Questions About Questions: A Persuasion Knowledge Perspective for Understanding the Effects of Rhetorical Questions,” Journal of Consumer Research 31 (June 2004 г.): 26–42.

Burnkrant and Howard, “Effects of the Use of Introductory Rhetorical Questions,” 1224.

“CNN Poll: Are You Better Off Than Four Years Ago?” CNN.com, September 13, 2012, доступно на http://bit.ly/OKlUAy.

Matthew S. McGlone and Jessica Toighbakhsh, “Birds of a Feather Flock Conjointly (?): Rhyme as Reason in Aphorisms,” Psychological Science 11, no. 5 (September 2000 г.): 424–28.

Ibid.

Nicolas Ducheneaut and Victoria Bellotti, “E-mail as Habitat: An Exploration of Embedded Personal Information Management,” ACM Interactions 8, no. 5 (September – October 2001): 30–38.

Jaclyn Wainer, Laura Dabbish, and Robert Kraut, “Should I Open This Email? Inbox-Level Cues, Curiosity, and Attention to Email,” Proceedings of the 2011. Ежегодная конференция о человеческом факторе в компьютерных системах, 7–12 мая 2011 г., Ванкувер, Британская Колумбия, доступно на http://kraut.hciresearch.org/sites/kraut.hciresearch.org/iles/articles/Dabbish11-EmailCuriosity.pdf

И снова здесь будет полезна примечательная работа Эдварда Диси и Ричарда Райана. Обзор их исследований см. в их публикации ( http://selfdeterminationtheory.org/browse-publications) или в моей книге: Daniel H. Pink, Drive: The Surprising Truth About What Motivates Us (New York: Riverhead Books, 2009).

Brian Clark, “The Three Key Elements of Irresistible Email Subject Lines,” Copyblogger , August 26, 2010, доступно на http://www.copyblogger.com/email-subject-lines/

Melissa Korn, “Tweets, Plays Well w/Others: A Perfect M. B.A. Candidate,” Wall Street Journal , September 1, 2011; Ian Wylie, “Learning the Game of Social Media,” Financial Times , September 5, 2011.

Sarah Perez, “Twitpitch: The Elevator Pitch Hits Twitter,” ReadWriteWeb , April 18, 2008 г., доступно на http://www.readwriteweb.com/archives/twitpitch_the_elevator_pitch_hits_twitter.php

Paul André, Michael S. Bernstein, and Kurt Luther, “Who Gives a Tweet?: Evaluating Microblog Content Value,” работа была представлена на Конференции по компьютерной поддержке совместной работы, проводившейся Ассоциацией вычислительной техники 11–15 февраля 2012 г. в Сиэтле, штат Вашингтон, доступно на http://www.cs.cmu.edu/~pandre/pubs/whogivesatweet-cscw2012.pdf

Ibid. Я исключил категорию «Разговор», в которой пользователи Twitter обнародуют свое общение с другими, так как эта категория имеет меньше отношения к питчингу.

André, Bernstein, and Luther, “Who Gives a Tweet?” См. рис. 1 и табл. 1.

“Pixar Movies at the Box Office,” Box Office Mojo, доступно на http://boxoficemojo.com/franchises/chart/?id=pixar.htm

“Pixar Story Rules (One Version),” Pixar Touch Blog , May 15, 2011 г., доступно на http://www.pixartouchbook.com/blog/2011/5/15/pixar-story-rules-one-version.html

См., напр., Jonathan Gottschall, The Storytelling Animal: How Stories Make Us Human (New York: Houghton Mifl in Harcourt, 2012), and Peter Guber, Tell to Win: Connect, Persuade, and Triumph with the Hidden Power of Story (New York: Crown Business, 2011).

Walter A. Friedman, “John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922,” Business History Review 72, no. 4 (Winter 1998): 552–84. Если вы интересуетесь начальным развитием продаж в Америке, прочтите подлинную жемчужину – книгу Фридмана: Walter A. Friedman, Birth of a Salesman: The Transformation of Selling in America (Cambridge, MA: Harvard University Press, 2004).