B00AFPTSI0 EBOK (42 page)

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.

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.

Board seats
:
Ithai Stern and James D. Westphal, “Stealthy Footsteps to the Boardroom: Executives’ Backgrounds, Sophisticated Interpersonal Influence Behavior, and Board Appointments,”
Administrative Science Quarterly
55 (2010): 278–319.

regularly seek advice and help
:
Arie Nadler, Shmuel Ellis, and Iris Bar, “To Seek or Not to Seek: The Relationship between Help Seeking and Job Performance Evaluations as Moderated by Task-Relevant Expertise,”
Journal of Applied Social Psychology
33 (2003): 91–109.

“As a favor to me”
:
Jon Jecker and David Landy, “Liking a Person as a Function of Doing Him a Favour,”
Human Relations
22 (1969): 371–378.

“He that has once done you a kindness”
:
Benjamin Franklin,
The Autobiography of Benjamin Franklin
(New York: Dover, 1868/1996), 80.

“fundamental rule for winning friends”
:
Walter Isaacson, “Poor Richard’s Flattery,”
New York Times
, July 14, 2003.

Chapter 6: The Art of Motivation Maintenance

Opening quote
:
Herbert Simon, “Altruism and Economics,”
American Economic Review
83 (1993): 157.

what motivates highly successful givers
:
Jeremy A. Frimer, Lawrence J. Walker, William L. Dunlop, Brenda H. Lee, and Amanda Riches, “The Integration of Agency and Communion in Moral Personality: Evidence of Enlightened Self-Interest,”
Journal of Personality and Social Psychology
101 (2011): 149–163.

pathological altruism
:
Barbara Oakley, Ariel Knafo, and Michael McGrath, eds.,
Pathological Altruism
(New York: Oxford University Press, 2011).

“failing to study”
:
Vicki S. Helgeson and Heidi L. Fritz, “The Implications of Unmitigated Agency and Unmitigated Communion for Domains of Problem Behavior,”
Journal of Personality
68 (2000): 1031-1057.

completely independent motivations
:
Adam M. Grant and David M. Mayer, “Good Soldiers and Good Actors: Prosocial and Impression Management Motives as Interactive Predictors of Affiliative Citizenship Behaviors,”
Journal of Applied Psychology
94 (2009): 900–912; Adam M. Grant and James Berry, “The Necessity of Others Is the Mother of Invention: Intrinsic and Prosocial Motivations, Perspective-Taking, and Creativity,”
Academy of Management Journal
54 (2011): 73–96; and Carsten K. W. De Dreu and Aukje Nauta, “Self-Interest and Other-Orientation in Organizational Behavior: Implications for Job Performance, Prosocial Behavior, and Personal Initiative,”
Journal of Applied Psychology
94 (2009): 913–926.

“two great forces of human nature”
:
Bill Gates, “Creative Capitalism,” World Economic Forum, January 24, 2008.

Overbrook
:
Steve Volk, “Top 10 Drug Corners,”
Philadelphia Weekly
, May 2, 2007, and Ledyard King, “Program to Identify Most Dangerous Schools Misses Mark,”
USA Today
, January 18, 2007.

Conrey Callahan
:
Personal interview (January 26, 2012).

job burnout
:
Christina Maslach, Wilmar Schaufeli, and Michael Leiter, “Job Burnout,”
Annual Review of Psychology
52 (2001): 397–422.

call center
:
Adam M. Grant, Elizabeth M. Campbell, Grace Chen, Keenan Cottone, David Lapedis, and Karen Lee, “Impact and the Art of Motivation Maintenance: The Effects of Contact with Beneficiaries on Persistence Behavior,”
Organizational Behavior and Human Decision Processes
103 (2007): 53–67; Adam M. Grant, “The Significance of Task Significance: Job Performance Effects, Relational Mechanisms, and Boundary Conditions,”
Journal of Applied Psychology
93 (2008): 108–124; Adam M. Grant, “Employees Without a Cause: The Motivational Effects of Prosocial Impact in Public Service,”
International Public Management Journal
11 (2008): 48–66; and Adam M. Grant and Francesca Gino, “A Little Thanks Goes a Long Way: Explaining Why Gratitude Expressions Motivate Prosocial Behavior,”
Journal of Personality and Social Psychology
98 (2010): 946–955.

compassion fatigue
:
Olga Klimecki and Tania Singer, “Empathic Distress Fatigue Rather Than Compassion Fatigue? Integrating Findings from Empathy Research in Psychology and Social Neuroscience,” in
Pathological Altruism
, ed. Barbara Oakley et al. (New York: Oxford University Press, 2011), 368–384; and Richard Shultz et al., “Patient Suffering and Caregiver Compassion: New Opportunities for Research, Practice, and Policy,”
Gerontologist
47 (2007): 4–13.

outsourcing inspiration
:
Adam M. Grant and David A. Hofmann, “Outsourcing Inspiration: The Performance Effects of Ideological Messages from Leaders and Beneficiaries,”
Organizational Behavior and Human Decision Processes
116 (2011): 173–187.

buffer against stress
:
Adam M. Grant and Elizabeth M. Campbell, “Doing Good, Doing Harm, Being Well and Burning Out: The Interactions of Perceived Prosocial and Antisocial Impact in Service Work,”
Journal of Occupational and Organizational Psychology
80 (2007): 665–691; Adam M. Grant and Sabine Sonnentag, “Doing Good Buffers Against Feeling Bad: Prosocial Impact Compensates for Negative Task and Self-Evaluations,”
Organizational Behavior and Human Decision Processes
111 (2010): 13–22.

radiologists
:
Yehonatan Turner, Shuli Silberman, Sandor Joffe, and Irith Hadas-Halpern, “The Effect of Adding a Patient’s Photograph to the Radiographic Examination,” Annual Meeting of the Radiological Society of North America (2008).

Italian nurses
:
Nicola Bellé, “Experimental Evidence on the Relationship between Public Service Motivation and Job Performance,”
Public Administration Review
(forthcoming).

Wells Fargo and Medtronic
:
Personal interviews with Ben Soccorsy (January 10, 2012) and Bill George (March 9, 2010).

Anitra Karsten
:
see Ellen J. Langer,
Mindfulness
(Reading, MA: Addison-Wesley, 1989), 136.

give continually without concern for their own well-being
:
Vicki S. Helgeson, “Relation of Agency and Communion to Well-Being: Evidence and Potential Explanations,”
Psychological Bulletin
116 (1994): 412–428; Heidi L. Fritz and Vicki S. Helgeson, “Distinctions of Unmitigated Communion from Communion: Self-Neglect and Overinvolvement with Others,”
Journal of Personality and Social Psychology
75 (1998): 121–140; and Vicki S. Helgeson and Heidi L. Fritz, “Unmitigated Agency and Unmitigated Communion: Distinctions from Agency and Communion,”
Journal of Research in Personality
33 (1999): 131–158.

random acts of kindness
:
Sonja Lyubomirsky, Kennon Sheldon, and David Schkade, “Pursuing Happiness: The Architecture of Sustainable Change,”
Review of General Psychology
9 (2005): 111–131.

overloaded and stressed
:
Mark C. Bolino and William H. Turnley, “The Personal Costs of Citizenship Behavior: The Relationship between Individual Initiative and Role Overload, Job Stress, and Work-Family Conflict,”
Journal of Applied Psychology
90 (2005): 740–748.

equilibrium
:
Madoka Kumashiro, Caryl E. Rusbult, and Eli J. Finkel, “Navigating Personal and Relational Concerns: The Quest for Equilibrium,”
Journal of Personality and Social Psychology
95 (2008): 94–110.

visible in our writing
:
James Pennebaker,
The Secret Life of Pronouns: What Our Words Say About Us
(New York: Bloomsbury Press, 2011), 13.

software engineers
:
Leslie A. Perlow, “The Time Famine: Toward a Sociology of Work Time,”
Administrative Science Quarterly
44 (1999): 57–81.

Sean Hagerty
:
Personal interview (April 26, 2012).

Australian adults
:
Timothy D. Windsor, Kaarin J. Anstey, and Bryan Rodgers, “Volunteering and Psychological Well-Being among Young-Old Adults: How Much Is Too Much?”
Gerontologist
48 (2008): 59–70.

American adults
:
Ming-Ching Luoh and A. Regula Herzog, “Individual Consequences of Volunteer and Paid Work in Old Age: Health and Mortality,”
Journal of Health and Social Behavior
43 (2002): 490–509; see also Terry Y. Lum and Elizabeth Lightfoot, “The Effects of Volunteering on the Physical and Mental Health of Older People,”
Research on Aging
27 (2005): 31–55.

diminishing returns
:
Jonathan E. Booth, Kyoung Won Park, and Theresa M. Glomb, “Employer-Supported Volunteering Benefits: Gift Exchange Among Employers, Employees, and Volunteer Organizations,”
Human Resource Management
48 (2009): 227–249.

giving has an energizing effect
:
Netta Weinstein and Richard M. Ryan, “When Helping Helps: Autonomous Motivation for Prosocial Behavior and Its Influence on Well-Being for the Helper and Recipient,”
Journal of Personality and Social Psychology
98 (2010): 222–244.

firefighters and fund-raising callers
:
Adam M. Grant, “Does Intrinsic Motivation Fuel the Prosocial Fire? Motivational Synergy in Predicting Persistence, Performance, and Productivity,”
Journal of Applied Psychology
93 (2008): 48–58.

emotional boost from giving doesn’t always kick in right away
:
Sabine Sonnentag and Adam M. Grant, “Doing Good at Work Feels Good at Home, But Not Right Away: When and Why Perceived Prosocial Impact Predicts Positive Affect,”
Personnel Psychology
65 (2012): 495–530.