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

20

Adam Davidson, “Don’t Mock the Artisanal-Pickle Makers,” New York Times Magazine, February 15, 2012.

21

“The Return of Artisanal Employment,” Economist, October 31, 2011. Некоторые из вас, возможно, помнят, что я приводил подобный аргумент 10 лет назад в: Daniel H. Pink, Free Agent Nation: The Future of Working for Yourself (New York: Business Plus, 2002).

22

Последние данные по Etsy доступны на http://www.etsy.com/press

23

Robert Atkinson, “It’s the Digital Economy, Stupid,” Fast Company, January 8, 2009.

24

Carl Franzen, “Kickstarter Expects to Provide More Funding to the Arts Than NEA,” Talking Points Memo, February 24, 2012, доступно на http://idealab.talkingpointsmemo.com/2012/02/kickstarter-expects-to-provide-more-funding-to-the-arts-than-nea.php; Carl Franzen, “NEA Weighs In on Kickstarter Funding Debate,” Talking Points Memo, February 27, 2012, доступно на http://idealab.talkingpointsmemo.com/2012/02/the-nea-responds-to-kickstarter-funding-debate.php. Здесь говорится, что у Kickstarter высокая частота отказов. Примерно половине проектов, ищущих финансирования, не удается достичь своей цели. См. Samantha Murphy, “About 41 % of Kickstarter Projects Fail,” Mashabl eTech, June 12, 2012, на http://mashable.com/2012/06/12/kickstarter-failures/

25

Комментарии на Wired Business Conference, Нью-Йорк, 1 мая 2012 г.

26

Michael Mandel, “Where the Jobs Are: The App Economy,” TechNet white paper, February 7, 2012, доступно на http://www.technet.org/wp-content/uploads/2012/02/TechNet-App-Economy-Jobs-Study.pdf

27

Michael DeGusta, “Are Smart Phones Spreading Faster Than Any Technology in Human History?” Technology Review, May 9, 2012.

28

“Cisco Visual Networking Index: Global Mobile Data Traffic Forecast Update, 2011–2016,” February 14, 2012, доступно на http://www.cisco.com/en/US/solutions/collateral/ns341/ns525/ns537/ns705/ns827/white_paper_c11–520862.pdf

29

Dominic Basulto, “10 Billion Tiny Screens Can Change the World,” Big Think, February 22, 2012, доступно на http://bigthink.com/endless-innovation/10-billion-tiny-screens-can-change-the-world

30

U. S. Bureau of Labor Statistics, Occupational Outlook Handbook, March 29, 2012, доступно на http://www.bls.gov/ooh/home.htm; См. также Anthony P. Carnevale, Nicole Smith, Artem Gulish, and Bennett H. Beach, “Healthcare,” отчет Центра образования и рабочей силы Джорджтаунского университета (21 июня 2012 г.), который прогнозирует рост рабочих мест в здравоохранении США к 2020 г. на 25–31 %; доступно на http://www.healthreformgps.org/wp-content/uploads/Healthcare.FullReport .071812.pdf

31

“Friday Thoughts,” White Coat Underground, June 24, 2011, доступно на http://whitecoatunderground.com/2011/06/24/friday-thoughts/

32

Rosabeth Moss Kanter, “The ‘White Coat’ Economy of Massachusetts,” Boston Globe, May 9, 2006; Derek Thompson, “America 2020: Health Care Nation,” Atlantic, August 17, 2010, доступно на http://www.theatlantic.com/business/archive/2010/08/america-2020-health-care-ation/61647/

33

George A. Akerlof, “Writing ‘The Market for “Lemons”: A Personal and Interpretive Essay,” доступно на http://www.nobelprize.org/nobel_prizes/economics/laureates/2001/akerlof-article.html

34

George A. Akerlof, “The Market for ‘Lemons’: Quality Uncertainty and the Market Mechanism,” Quarterly Journal of Economics 84, no. 3 (August 1970): 488–500.

35

Ibid., 489.

36

Joe Girard with Stanley H. Brown, How to Sell Anything to Anybody (New York: Fireside, 2006; 1977), 6.

37

Ibid., 251.

38

Ibid., 121, 173.

39

Ibid., 49–51.

40

Ibid., 53.

41

Doug Gross, “Are Social Media Making the Resume Obsolete?” CNN.com, July 11, 2012, доступно на http://www.cnn.com/2012/07/11/tech/social-media/facebook-jobs-resume/index.html

42

Fortune 500, 2012 list, доступно на http://money.cnn.com/magazines/fortune/fortune500/2012/full_list/

43

Alfred C. Fuller (as told to Hartzell Spence), A Foot in the Door: The Life Appraisal of the Original Fuller Brush Man (New York: McGraw-Hill, 1960), xx.

44

См., напр., John F. Tanner Jr., George W. Dudley, and Law-rence B. Chonko, “Salesperson Motivation and Success: Examining the Relationship Between Motivation and Sales Approach,” доклад, представленный на ежегодном съезде Общества достижений маркетинга, Сан-Антонио, Техас (ноябрь 2005 г.).

45

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.

46

Ibid., 1070.

47

Ibid., 1071.

48

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.

49

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.

50

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

51

Galinsky et al., “Why It Pays,” 383.

52

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).

53

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.

54

«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.

55

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

56

Ibid., 466.

57

Ibid., 461.

58

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.

59

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.

60

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.