pratfall effect
:
Elliot Aronson, Ben Willerman, and Joanne Floyd, “The Effect of a Pratfall on Increasing Interpersonal Attractiveness,”
Psychonomic Science
4 (1966): 227–228; and Robert Helmreich, Elliot Aronson, and James LeFan, “To Err Is Humanizing—
Sometimes: Effects of Self-Esteem, Competence, and a Pratfall on Interpersonal Attraction,”
Journal of Personality and
Social Psychology
16 (1970): 259–264.
bottom of the social responsibility list
:
Robert H. Frank, “What Price the Moral High Ground?”
Southern Economic Journal
63
(1996): 1–17.
Bill Grumbles
:
Personal interview (October 4, 2011).
joy of talking
:
James Pennebaker,
Opening Up: The Healing Power of Expressing Emotions
(New York: Guilford Press, 1997), 3.
top-selling optician
:
Personal interviews with Kildare Escoto (August 23 and 28, 2011) and Nancy Phelps (August 23, 2011).
hundreds of opticians
:
Adam M. Grant and Dane Barnes, “Predicting Sales Revenue” (working paper, 2011).
expert negotiators
:
Neil Rackham, “The Behavior of Successful Negotiators,” in
Negotiation: Readings, Exercises, and Cases
, ed.
R. Lewicki, B. Barry, and D. M. Saunders (New York: McGraw-Hill, 2007).
insurance salespeople
:
Philip M. Podsakoff , Scott B. MacKenzie, Julie B. Paine, and Daniel G. Bachrach, “Organizational Citizenship
Behaviors: A Critical Review of the Theoretical and Empirical Literature and Suggestions for Future Research,”
Journal of
Management
26 (2000): 513–563.
pharmaceutical salespeople
:
Carl J. Thoresen, Jill C. Bradley, Paul D. Bliese, and Joseph D. Thoresen, “The Big Five Personality
Traits and Individual Job Performance Growth Trajectories in Maintenance and Transitional Job Stages,”
Journal of Applied
Psychology
89 (2004): 835–853.
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