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

144

“Pixar Story Rules (One Version),” Pixar Touch Blog, May 15, 2011 г., доступно на http://www.pixartouchbook.com/blog/2011/5/15/pixar-story-rules-one-version.html

145

См., напр., Jonathan Gottschall, The Storytelling Animal: How Stories Make Us Human (New York: Houghton Mifl in Harcourt, 2012), and Peter Guber, Tell to Win: Connect, Persuade, and Triumph with the Hidden Power of Story (New York: Crown Business, 2011).

146

Walter A. Friedman, “John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922,” Business History Review 72, no. 4 (Winter 1998): 552–84. Если вы интересуетесь начальным развитием продаж в Америке, прочтите подлинную жемчужину – книгу Фридмана: Walter A. Friedman, Birth of a Salesman: The Transformation of Selling in America (Cambridge, MA: Harvard University Press, 2004).

147

Walter A. Friedman, “John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922,” Harvard Business School Working Knowledge, November 2, 1999, доступно на http://hbswk.hbs.edu/item/1143.html

148

“The Lord Chamberlain & Censorship,” Leither Magazine, March 9, 2012, доступно на http://www.leithermagazine.com/2012/03/09/the-lord-chamberlain-censorship.html

149

См. Mary M. Crossan, “Improvisation in Action,” Organization Science 9, no. 5 (September – October 1998): 593–99; Dusya Vera and Mary Crossan, “Theatrical Improvisation: Lessons for Organizations,” Organization Studies 25, no. 5 (June 2004): 727–49; Mary M. Crossan, João Vieira da Cunha, Miguel Pina E. Cunha, and Dusya Vera, “Time and Organizational Improvisation,” FEUNL Working Paper No. 410, 2002, доступно на http://dx.doi.org/10.2139/ssrn .881839; Keith Sawyer, Group Genius: The Creative Power of Collaboration (New York: Basic Books, 2007); Patricia Ryan Madson, Improv Wisdom: Don’t Prepare, Just Show Up (New York: Bell Tower, 2005).

150

Zazli Lily Wisker, “The Effect of Personality, Emotional Intelligence and Social Network Characteristics on Sales Performance: The Mediating Roles of Market Intelligence Use, Adaptive Selling Behaviour and Improvisation” (doctoral thesis, University of Waikato, New Zealand, 2011).

151

Laura Janusik and Andrew Wolvin, “24 Hours in a Day: A Listening Update to the Time Studies,” работа была представлена на встрече Международной ассоциации слушания в Салеме, штат Орегон, в 2006 г.

152

Mortimer Adler, How to Speak/How to Listen (New York: Touchstone, 1997), 5.

153

Judith Lee, “10 Ways to Communicate Better with Patients,” Review of Ophthalmology 7, no. 10 (October 2000): 38.

154

Keith Johnstone, Impro: Improvisation and the Theatre (New York: Routledge, 1981), 99.

155

Stephen R. Covey, The 7 Habits of Highly Effective People (New York: Free Press, 1990), 207.

156

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), 193.

157

World Health Organization, Global Status Report on Road Safety, 2009, доступно на http://whqlibdoc.who.int/publications/2009/9789241563840_eng.pdf См. табл. A .2.

158

Ibid., 1, 2. См. табл. 1.

159

James Habyarimana and William Jack, “Heckle and Chide: Results of a Randomized Road Safety Intervention in Kenya,” Journal of Public Economics 95, nos. 11–12 (December 2011): 1438–46.

160

Ibid., 441.

161

Ibid., 444.

162

Yehonatan Turner and Irith Hadas-Halpern, “The Effects of Including a Patient’s Photograph to the Radiographic Examination,” работа представлена на 94-й научной ассамблее и ежегодной встрече Рентгенологического общества Северной Америки 3 декабря 2008 г. См. также “Patient Photos Spur Radiologist Empathy and Eye for Detail,” RSNA Press Release, December 2, 2008; Dina Kraft, “Radiologist Adds a Human Touch: Photos,” New York Times, April 7, 2009.

163

Turner and Hadas-Halpern, “The Effects of Including a Patient’s Photograph.”

164

“Patient Photos Spur Radiologist Empathy and Eye for Detail,” ScienceDaily, December 14, 2008, доступно на http://bit.ly/JbbEQt.

165

См.: Atul Gawande, The Checklist Manifesto: How to Get Things Right (New York: Picador, 2011).

166

См., напр., “Disconnection from Patients and Care Providers: A Latent Error in Pathology and Laboratory Medicine: An Interview with Stephen Raab, MD,” Clinical Laboratory News 35, no. 4 (April 2009).

167

Sally Herships, “The Power of a Simple ‘Thank You,’ ” Marketplace Radio, December 22, 2010.

168

R. Douglas Scott II, The Direct Medical Costs of Healthcare-Associated Infections in U. S. Hospitals and the Benefits of Prevention, Centers for Disease Control and Prevention, March 2009, доступно на http://www.cdc.gov/HAI/pdfs/hai/Scott; Andrew Pollack, “Rising Threat of Infections Unfazed by Antibiotics,” New York Times, February 26, 2010 г.; R. Monina Klevens et al., “Estimating Health Care – Associated Infections and Deaths in U. S. Hospitals, 2002,” Public Health Reports 122, no. 2 (March – April 2007): 160–66._CostPaper.pdf

169

Adam M. Grant and David A. Hofmann, “It’s Not All About Me: Motivating Hand Hygiene Among Health Care Professionals by Focusing on Patients,” Psychological Science 22, no. 12 (December 2011): 1494–99.

170

Ibid., 497.

171

Atul Gawande, “The Checklist,” New Yorker, December 10, 2007 г.; Gawande, The Checklist Manifesto: How to Get Things Done Right (New York: Picador, 2011).

172

Grant and Hofmann, “It’s Not All About Me,” 498.

173

См., напр., Dan Ariely, Anat Bracha, and Stephan Meier, “Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially,” American Economic Review 99, no. 1 (March 2009): 544–55; Stephan Meier, The Economics of Non-Selfish Behaviour: Decisions to Contribute Money to Public Goods (Cheltenham, UK: Edward Elgar Publishing Limited, 2006); Stephan Meier, “A Survey of Economic Theories and Field Evidence on Pro-Social Behavior,” in Bruno S. Frey and Alois Stutzer, eds., Economics and Psychology: A Promising New Cross-Disciplinary Field (Cambridge, MA: MIT Press, 2007), 51–88.

174

Laurel Evans, Gregory R. Maio, Adam Corner, Carl J. Hodgetts, Sameera Ahmed, and Ulrike Hahn, “Self-Interest and Pro-Environmental Behaviour,” Nature Climate Change, опубликовано онлайн 12 августа 2012 г. на http://dx.doi.org/10.1038/nclimate1662

175

Adam M. Grant, “The Significance of Task Significance: Job Performance Effects, Relational Mechanisms, and Boundary Conditions,” Journal of Applied Psychology 93, no. 1 (2008): 108–24.

176

Robert K. Greenleaf, Servant Leadership: A Journey into the Nature of Legitimate Power and Greatness, 25th Anniversary Edition (Mahwah, NJ: Paulist Press, 2002), 27.

177

Ibid.

178

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), 87.