Disclaimer : Amani El-Alayli, Christoffer J. Myers, Tamara L. Petersen, and Amy L. Lystad, “I Don’t Mean to Sound Arrogant,
But . . . The Effects of Using Disclaimers on Person Perception,”
Personality and Social Psychology Bulletin 34 (2008): 130–
143.
Barton Hill : Personal interview (March 19, 2012).
psychologists in California : Cameron Anderson and Gavin J. Kilduff , “Why Do Dominant Personalities Attain Influence in Face-to-
Face Groups? The Competence-Signaling Effects of Trait Dominance,”
Journal of Personality and Social Psychology 96
(2009): 491–503.
Psychologists in Amsterdam : Barbora Nevicka, Femke S. Ten Velden, Annebel H. B. de Hoogh, and Annelies E. M. Van Vianen,
“Reality at Odds with Perception: Narcissistic Leaders and Group Performance,”
Psychological Science 22 (2011): 1259–1264.
pizza franchises : Adam M. Grant, Francesca Gino, and David A. Hofmann, “Reversing the Extraverted Leadership Advantage: The
Role of Employee Proactivity,”
Academy of Management Journal 54 (2011): 528–550.
research scientist : Personal interview with Annie (June 13, 2012).
exercising influence when we lack authority : Katie A. Liljenquist, “Resolving the Impression Management Dilemma: The Strategic
Benefits of Soliciting Others for Advice” (PhD diss., Northwestern University, 2010); and Katie A. Liljenquist and Adam
Galinsky, “Turn Your Adversary into Your Advocate,”
Negotiation (2007): 4–6.
effective ways to influence : Gary Yukl and J. Bruce Tracey, “Consequences of Influence Tactics Used with Subordinates, Peers, and
the Boss,”
Journal of Applied Psychology 77 (1992): 525–535; and Gary Yukl, Helen Kim, and Cecilia M. Falbe, “Antecedents
of Influence Outcomes,”
Journal of Applied Psychology 81 (1996): 309–317.
