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

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.

61

Robin J. Tanner, Rosellina Ferraro, Tanya L. Chartrand, James R. Bettman, and Rick Van Baaren, “Of Chameleons and Consumption: The Impact of Mimicry on Choice and Preferences,” Journal of Consumer Research 34 (April 2008): 754–66.

62

April H. Crusco and Christopher G. Wetzel, “The Midas Touch: The Effects of Interpersonal Touch on Restaurant Tipping,” Personality and Social Psychology Bulletin 10, no. 4 (December 1984): 512–17; Céline Jacob and Nicolas Guéguen, “The Effect of Physical Distance Between Patrons and Servers on Tipping,” Journal of Hospitality & Tourism Research 36, no. 1 (February 2012): 25–31.

63

Nicolas Guéguen, “Courtship Compliance: The Effect of Touch on Women’s Behavior,” Social Influence 2, no. 2 (2007): 81–97.

64

Frank N. Willis and Helen K. Hamm, “The Use of Interpersonal Touch in Securing Compliance,” Journal of Nonverbal Behavior 5, no. 5 (September 1980): 49–55.

65

Damien Erceau and Nicolas Guéguen, “Tactile Contact and Evaluation of the Toucher,” Journal of Social Psychology 147, no. 4 (August 2007): 441–44.

66

См. также Liam C. Kavanagh, Christopher L. Suhler, Patricia S. Churchland, and Piotr Winkielman, “When It’s an Error to Mirror: The Surprising Reputational Costs of Mimicry,” Psychological Science 22, no. 10 (October 2011): 1274–76.

67

Daniel Kahneman, Ed Diener, and Norbert Schwarz, eds., Well-Being: The Foundations of Hedonic Psychology (New York: Russell Sage Foundation, 1999), 218.

68

P. T. Costa Jr. and R. R. McCrae, NEO PI-R Professional Manual (Odessa, FL: Psychological Assessment Resources, Inc., 1992), 15; Susan Cain, Quiet: The Power of Introverts in a World That Can’t Stop Talking (New York: Crown, 2012).

69

См., напр., Table 1 in Wendy S. Dunn, Michael K. Mount, Murray R. Barrick, and Deniz S. Ones, “Relative Importance of Personality and General Mental Ability in Managers’ Judgments of Applicant Qualiications,” Journal of Applied Psychology 80, no. 4 (August 1995): 500–509.

70

Adrian Furnham and Carl Fudge, “The Five Factor Model of Personality and Sales Performance,” Journal of Individual Differences 29, no. 1 (January 2008): 11–16; Murray R. Barrick, Michael K. Mount, and Judy P. Strauss, “Conscientiousness and Performance of Sales Representatives: Test of the Mediating Effects of Goal Setting,” Journal of Applied Psychology 78, no. 5 (October 1993): 715–22 (выделение добавлено автором).

71

Murray R. Barrick, Michael K. Mount, and Timothy A. Judge, “Personality and Performance at the Beginning of the New Millennium: What Do We Know and Where Do We Go Next?” International Journal of Selection and Assessment 9, nos. 1–2 (March – June 2001): 9–30.

72

См., напр., Adam M. Grant, Francesca Gino, and David A. Hofmann, “Reversing the Extraverted Leadership Advantage: The Role of Employee Proactivity,” Academy of Management Journal 54, no. 3 (June 2011): 528–50.

73

Adam M. Grant, “Rethinking the Extraverted Sales Ideal: The Ambivert Advantage,” Psychological Science (готовится к выпуску, 2013 г.).

74

H. J. Eysenck, Readings in Extraversion and Introversion: Bearings on Basic Psychological Processes (New York: Staples Press, 1971).

75

Grant, “Rethinking the Extraverted Sales Ideal.”

76

Ibid.

77

Steve W. Martin, “Seven Personality Traits of Top Salespeople,” HBR Blog Network, June 27, 2011, доступно на http://blogs.hbr.org/cs/2011/06/the_seven_personality_traits_o.html; Lynette J. Ryals and Iain Davies, “Do You Really Know Who Your Best Salespeople Are?” Harvard Business Review, December 2010.

78

Nate Boaz, John Murnane, and Kevin Nuffer, “The Basics of Business-to-Business Sales Success,” McKinsey Quarterly (May 2010).

79

Cain, Quiet: The Power of Introverts, 166.

80

Deniz S. Ones and Stephan Dilchert, “How Special Are Executives? How Special Should Executive Selection Be? Observations and Recommendations,” Industrial and Organizational Psychology 2, no. 2 (June 2009): 163–70.

81

Og Mandino, The Greatest Salesman in the World (New York: Bantam, 1968), 71, 87.

82

Napoleon Hill, How to Sell Your Way Through Life (Hoboken, NJ: Wiley, 2010), 49.

83

Ibrahim Senay, Dolores Albarracín, and Kenji Noguchi, “Motivating Goal-Directed Behavior Through Introspective Self-Talk: The Role of the Interrogative Form of Simple Future Tense,” Psychological Science 21, no. 4 (April 2010): 499–504.

84

Ibid., 500–501.

85

Ibid., 500.

86

См., в частности, работы Эдварда Диси и Ричарда Райана, напр. Edward L. Deci and Richard M. Ryan, “The ‘What’ and ‘Why’ of Goal Pursuits: Human Needs and the Self-Determination of Behavior,” Psychological Inquiry 11, no. 4 (October 2000): 227–68. Я описываю часть этого исследования в своей книге: Daniel H. Pink, Drive: The Surprising Truth About What Motivates Us (New York: Riverhead Books, 2009).

87

Shirli Kopelman, Ashleigh Shelby Rosette, and Leigh Thompson, “The Three Faces of Eve: Strategic Displays of Positive, Negative, and Neutral Emotions in Negotiations,” Organizational Behavior and Human Decision Processes 99, no. 1 (January 2006): 81–101.

88

Ibid.

89

Barbara L. Fredrickson, Positivity: Top-Notch Research Reveals the 3 to 1 Ratio That Will Change Your Life (New York: Three Rivers Press, 2009), 21.

90

Barbara L. Fredrickson and Marcial F. Losada, “Positive Affect and the Complex Dynamics of Human Flourishing,” American Psychologist 60, no. 7 (October 2005): 678–86.

91

Cory R. Scherer and Brad J. Sagarin, “Indecent Influence: The Positive Effects of Obscenity on Persuasion,” Social Influence 1, no. 2 (June 2006): 138–46.

92

См., напр., Marcial Losada and Emily Heaphy, “The Role of Positivity and Connectivity in the Performance of Business Teams: A Nonlinear Dynamics Model,” American Behavioral Scientist 47, no. 6 (February 2004): 740–65.

93

Fredrickson and Losada, “Positive Affect.”

94

Ibid., 685.

95

Fredrickson, Positivity, 137.

96

Martin E. P. Seligman and Peter Schulman, “Explanatory Style as a Predictor of Productivity and Quitting Among Life Insurance Sales Agents,” Journal of Personality and Social Psychology 50, no. 4 (April 1986): 832–38.

97

Martin E. P. Seligman, Learned Optimism: How to Change Your Mind and Your Life (New York: Vintage Books, 2006), 7, 8.

98

Seligman and Schulman, “Explanatory Style,” 834–35.

99

Ibid., 835.

100

Seligman, Learned Optimism, 292.

101

Alicia H. Munnell, Anthony Webb, Luke Delorme, and Francesca Golub-Saas, “National Retirement Risk Index: How Much Longer Do We Need to Work?” Center for Retirement Research Report, no. 12–12 (June 2012); Teresa Ghilarducci, “Our Ridiculous Approach to Retirement,” New York Times, July 21, 2012.

102

См., напр., Shane Frederick, Nathan Novemsky, Jing Wang, Ravi Rhar, and Stephen Nowlis, “Opportunity Cost Neglect,” Journal of Consumer Research 36 (2009): 553–61.

103

Hal E. Hershield, Daniel G. Goldstein, William F. Sharpe, Jesse Fox, Leo Yeykelis, Laura L. Carstensen, and Jeremy N. Bailenson, “Increasing Saving Behavior Through Age-Processed Renderings of the Future Self,” Journal of Marketing Research 48 (2011): S23–S37.

104

Hershfield et al., “Increasing Saving Behavior.”

105

Ibid., citing Hal Erner-Hershfield, M. Tess Garton, Kacey Ballard, Gregory R. Samanez-Larken, and Brian Knutson, “Don’t Stop Thinking About Tomorrow: Individual Differences in Future-Self Continuity Account for Saving,” Judgment and Decision Making 4 (2009): 280–86.

106

Hershfield et al., “Increasing Saving Behavior.”

107

Jacob Getzels and Mihaly Csikszentmihalyi, The Creative Vision: A Longitudinal Study of Problem Finding in Art (New York: Wiley, 1976); Mihaly Csikszentmihalyi and Jacob Getzels, “Creativity and Problem Finding,” in Frank H. Farley and Ronald W. Neperud, eds., The Foundations of Aesthetics, Art, and Art Education (New York: Praeger, 1988). Цит. по: Mihaly Csikszentmihalyi, Flow: The Psychology of Optimal Experience (New York: Harper Perennial, 1981), 277.