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Praise for adam grant’s give and Takesalespeople responsible for women’s productsGive and Take WHY HELPING OTHERS DRIVES OUR SUCCESS ( PDFDrive )salespeople responsible for women’s products
:
Fernando Jaramillo and Douglas B. Grisaffe, “Does Customer Orientation Impact
Objective Sales Performance? Insights from a Longitudinal Model in Direct Selling,”
Journal of Personal Selling & Sales
Management
XXIX (2009): 167–178.
planning to vote
:
Anthony G. Greenwald, Catherine G. Carnot, Rebecca Beach, and Barbara Young, “Increasing Voting Behavior by
Asking People if They Expect to Vote,”
Journal of Applied Psychology
72 (1987): 315–318.
we get suspicious
:
Marian Friestad and Peter Wright, “The Persuasion Knowledge Model: How People Cope with Persuasion
Attempts,”
Journal of Consumer Research
21 (1994): 1–31; Jack Brehm,
A Theory of Psychological Reactance
(New York:
Academic Press, 1966); and John Biondo and A. P. MacDonald Jr., “Internal-External Locus of Control and Response to
Influence Attempts,”
Journal of Personality
39 (1971): 407–419.
self-persuasion
:
Elliot Aronson, “The Power of Self-Persuasion,”
American Psychologist
54 (1999): 875–884.
intention questions
:
Patti Williams, Gavan Fitzsimons, and Lauren Block, “When Consumers Do Not Recognize ‘Benign’ Intention
Questions and Persuasion Attempts,”
Journal of Consumer Research
31 (2004): 540–550.
Don Lane
:
Personal interviews (December 16, 2011, and March 30, 2012).
talking tentatively
:
Alison R. Fragale, “The Power of Powerless Speech: The Effects of Speech Style and Task Interdependence on
Status Conferral,”
Organizational Behavior and Human Decision Processes
101 (2006): 243–261; see also Uma R.
Karmarkar and Zakary L. Tormala, “Believe Me, I Have No Idea What I’m Talking About: The Effects of Source Certainty on
Consumer Involvement and Persuasion,”
Journal of Consumer Research
36 (2010): 1033–1049.
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