B00AFPTSI0 EBOK (43 page)

robust antidote to burnout
:
Jonathon R. B. Halbesleben, “Sources of Social Support and Burnout: A Meta-Analytic Test of the Conservation of Resources Model,”
Journal of Applied Psychology
91 (2006): 1134–1145.

started to burn out
:
Jonathon R. B. Halbesleben and Wm. Matthew Bowler, “Emotional Exhaustion and Job Performance: The Mediating Role of Motivation,”
Journal of Applied Psychology
92 (2007): 93–106.

tend and befriend
:
Shelley E. Taylor, “Tend and Befriend: Biobehavioral Bases of Affiliation Under Stress,”
Current Directions in Psychological Science
15 (2006): 273–277; see also Bernadette von Dawans, Urs Fischbacher, Clemens Kirschbaum, Ernst Fehr, and Markus Henrichs, “The Social Dimension of Stress Reactivity: Acute Stress Increases Prosocial Behavior in Humans,”
Psychological Science
23 (2012): 651–660.

health professionals
:
Dirk van Dierendonck, Wilmar B. Schaufeli, and Bram P. Buunk, “Burnout and Inequity Among Human Service Professionals: A Longitudinal Study,”
Journal of Occupational Health Psychology
6 (2001): 43–52; and Nico W. Van Yperen, Bram P. Buunk, and Wilmar B. Schaufeli, “Communal Orientation and the Burnout Syndrome Among Nurses,”
Journal of Applied Social Psychology
22 (1992): 173–189.

willpower
:
Elizabeth Seeley and Wendi Gardner, “The ‘Selfl ess’ and Self-Regulation: The Role of Chronic Other-Orientation in Averting Self-Regulatory Depletion,”
Self and Identity
2 (2003): 103–117.

Utah
:
Jon Huntsman,
Winners Never Cheat
(Upper Saddle River, NJ: Prentice Hall, 2008); and Steve Eaton, “Huntsmans Urge Strong Work Ethic,”
KSL
, May 8, 2011.

income and charitable giving
:
Arthur C. Brooks,
Who Really Cares
(New York: Basic Books, 2006), “Does Giving Make Us Prosperous?”
Journal of Economics and Finance
31 (2007): 403–411; and
Gross National Happiness
(New York: Basic Books, 2008).

as people get richer
:
Paul K. Piff, Michael W. Kraus, Stéphane Côté, Bonnie Hayden Cheng, and Dacher Keltner, “Having Less, Giving More: The Influence of Social Class on Prosocial Behavior,”
Journal of Personality and Social Psychology
99 (2010): 771–784.

spend the money on others
:
Elizabeth W. Dunn, Lara B. Aknin, and Michael I. Norton, “Spending Money on Others Promotes Happiness,”
Science
319 (2008): 1687–1688.

warm glow
:
James Andreoni, William T. Harbaugh, and Lise Vesterlund, “Altruism in Experiments,” in
New Palgrave Dictionary of Economics
, 2nd ed., ed. Steven N. Durlauf and Lawrence E. Blume (New York: Palgrave MacMillan, 2008).

neuroscience evidence
:
William T. Harbaugh, Ulrich Mayr, and Daniel R. Burghart, “Neural Responses to Taxation and Voluntary Giving Reveal Motives for Charitable Donations,”
Science
316 (2007): 1622–1625; and Jorge Moll, Frank Krueger, Roland Zahn, Matteo Pardini, Ricardo de Oliveira-Souza, and Jordan Grafman, “Human Fronto-Mesolimbic Networks Guide Decisions about Charitable Donations,”
PNAS
103 (2006): 15623–15628.

Americans over age twenty-four
:
Peggy A. Thoits and Lyndi N. Hewitt, “Volunteer Work and Well-being,”
Journal of Health and Social Behavior
42 (2001): 115–131.

drop in depression
:
Yunqing Li and Kenneth F. Ferraro, “Volunteering and Depression in Later Life: Social Benefit or Selection Processes?”
Journal of Health and Social Behavior
46 (2005): 68–84.

actually live longer
:
Marc A. Musick, A. Regula Herzog, and James S. House, “Volunteering and Mortality Among Older Adults: Findings from a National Sample,”
Journal of Gerontology: Social Sciences
54B (1999): S173–S180; and Stephanie L. Brown, Randolph M. Nesse, Amiram D. Vinokur, and Dylan M. Smith, “Providing Social Support May Be More Beneficial Than Receiving It: Results from a Prospective Study of Mortality,”
Psychological Science
14 (2003): 320–327.

massages
:
Tiff any M. Field, Maria Hernandez-Reif, Olga Quintino, Saul Schanberg, and Cynthia Kuhn, “Elder Retired Volunteers Benefit from Giving Massage Therapy to Infants,”
Journal of Applied Gerontology
17 (1998): 229–239.

national survey of Americans
:
Roy F. Baumeister, Kathleen D. Vohs, Jennifer L. Aaker, and Emily N. Garbinsky, “Some Key Differences between a Happy Life and a Meaningful Life,”
Journal of Positive Psychology
(forthcoming).

happiness can motivate people
:
see Sigal G. Barsade and Donald E. Gibson, “Why Does Affect Matter in Organizations?”
Academy of Management Perspectives
21 (2007): 36–59; Sonja Lyubomirsky, Laura King, and Ed Diener, “The Benefits of Frequent Positive Affect: Does Happiness Lead to Success?”
Psychological Bulletin
131 (6): 803–855; and Timothy A. Judge, Carl J. Thoresen, Joyce E. Bono, and Gregory K. Patton, “The Job Satisfaction—Job Performance Relationship: A Qualitative and Quantitative Review,”
Psychological Bulletin
127 (2001): 376–407.

faster and more accurate diagnoses
:
Carlos A. Estrada, Alice M. Isen, and Mark J. Young, “Positive Affect Facilitates Integration of Information and Decreases Anchoring in Reasoning Among Physicians,”
Organizational Behavior and Human Decision Processes
72 (1997): 117–135.

Virgin mogul
:
Richard Branson,
Losing My Virginity: How I’ve Survived, Had Fun, and Made a Fortune Doing Business My Way
(New York: Crown Business, 1999), 56; and
Business Stripped Bare: Adventures of a Global Entrepreneur
(New York: Penguin, 2011), 327.

more sustainable contributions
:
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.

Chapter 7: Chump Change

Opening stories
:
Personal interviews with Jason Geller (December 14, 2011), “Lillian Bauer” (January 15, 2012), and Peter Audet (December 12, 2011, and January 19, 2012).

consultants in a large professional services firm
:
Diane M. Bergeron, Abbie J. Shipp, Benson Rosen, and Stacie A. Furst, “Organizational Citizenship Behavior and Career Outcomes: The Cost of Being a Good Citizen,”
Journal of Management
(forthcoming).

victims of crimes
:
Robert Homant, “Risky Altruism as a Predictor of Criminal Victimization,”
Criminal Justice and Behavior
37 (2010): 1195–1216.

thin slicing
:
Malcolm Gladwell,
Blink: The Power of Thinking Without Thinking
(New York: Back Bay Books, 2007); and Nalini Ambady and Robert Rosenthal, “Half a Minute: Predicting Teacher Evaluations from Thin Slices of Nonverbal Behavior and Physical Attractiveness,”
Journal of Personality and Social Psychology
64 (1993): 431–441.

close friends
:
Stephen Leider, Markus M. Mobius, Tanya Rosenblat, and Quoc-Anh Do, “What Do We Expect from Our Friends?”
Journal of the European Economic Association
8 (2010): 120–138.

agreeableness
:
Lauri A. Jensen-Campbell, Jennifer M. Knack, and Haylie L. Gomez, “The Psychology of Nice People,”
Social and Personality Psychology Compass
4 (2010): 1042–1056.

scan the brains
:
Colin G. DeYoung, Jacob B. Hirsh, Matthew S. Shane, Xenophon Papademetris, Nallakkandi Rajeevan, and Jeremy R. Gray, “Testing Predictions from Personality Neuroscience: Brain Structure and the Big Five,”
Psychological Science
21 (2010): 820-828.

regardless of whether our personalities trend agreeable or disagreeable
:
on the distinction between compassion and politeness, see Colin G. DeYoung, Lena C. Quilty, and Jordan B. Peterson, “Between Facets and Domains: 10 Aspects of the Big Five,”
Journal of Personality and Social Psychology
93 (2007): 880–896; on compassion connecting more strongly to honesty and humility than agreeableness, see Michael C. Ashton and Kibeom Lee, “Empirical, Theoretical, and Practical Advantages of the HEXACO Model of Personality Structure,”
Personality and Social Psychology Review
11 (2007): 150–166; on distinguishing agreeableness from giver values, see Sonia Roccas, Lilach Sagiv, Shalom H. Schwartz, and Ariel Knafo, “The Big Five Personality Factors and Personal Values,”
Personality and Social Psychology Bulletin
28 (2002): 789–801.

Mike Homer
:
Personal interviews with Danny Shader (February 13, 2012), Greg Sands (March 5, 2012), and an anonymous mentee (February 28, 2012).

givers are more accurate
:
Dawne S. Vogt and C. Randall Colvin, “Interpersonal Orientation and the Accuracy of Personality Judgments,”
Journal of Personality
71 (2003): 267–295.

Givers see individual differences
:
Harold H. Kelley and Anthony J. Stahelski, “The Inference of Intentions from Moves in the Prisoner’s Dilemma Game,”
Journal of Experimental Social Psychology
6 (1970): 401–419; see also Nancy L. Carter and J. Mark Weber, “Not Pollyannas: Higher Generalized Trust Predicts Lie Detection Ability,”
Social Psychological and Personality Science
1 (2010): 274-279.

Strangers and dating couples
:
William R. Fry, Ira J. Firestone, and David L. Williams, “Negotiation Process and Outcome of Stranger Dyads and Dating Couples: Do Lovers Lose?”
Basic and Applied Social Psychology
4 (1983): 1–16.

appeal to Rich’s self-interest
:
see E. Gil Clary, Mark Snyder, Robert D. Ridge, Peter K. Miene, and Julie A. Haugen, “Matching Messages to Motives in Persuasion: A Functional Approach to Promoting Volunteerism,”
Journal of Applied Social Psychology
24 (1994): 1129–1149.

empathize at the bargaining table
:
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 on Negotiation,”
Psychological Science
19 (2008): 378–384.

cooperative when working with cooperative partners
:
Paul A. M. Van Lange, “The Pursuit of Joint Outcomes and Equality in Outcomes: An Integrative Model of Social Value Orientation,”
Journal of Personality and Social Psychology
77 (1999): 337–349; see also Jennifer Chatman and Sigal Barsade, “Personality, Organizational Culture, and Cooperation: Evidence from a Business Simulation,”
Administrative Science Quarterly
40 (1995): 423–443.

tit for tat
:
Martin A. Nowak and Roger Highfield,
SuperCooperators: Altruism, Evolution, and Why We Need Each Other to Succeed
(New York: Free Press, 2011), 36.

optimistic belief
:
Randy Pausch and Jeffrey Zaslow,
The Last Lecture
(New York: Hyperion, 2008), 145.

Abraham Lincoln
:
Doris Kearns Goodwin,
Team of Rivals: The Political Genius of Abraham Lincoln
(New York: Simon & Schuster, 2006), 104.

men were earning substantially more money
:
Linda Babcock and Sara Laschever,
Women Don’t Ask: The High Cost of Avoiding Negotiation—and Positive Strategies for Change
(New York: Bantam, 2007); Deborah A. Small, Michele Gelfand, Linda Babcock, and Hilary Gettman, “Who Goes to the Bargaining Table? The Influence of Gender and Framing on the Initiation of Negotiation,”
Journal of Personality and Social Psychology
93 (2007): 600–613.

large concessions
:
Emily T. Amanatullah, Michael W. Morris, and Jared R. Curhan, “Negotiators Who Give Too Much: Unmitigated Communion, Relational Anxieties, and Economic Costs in Distributive and Integrative Bargaining,”
Journal of Personality and Social Psychology
95 (2008): 723–738.

income penalty
:
Timothy A. Judge, Beth A. Livingston, and Charlice Hurst, “Do Nice Guys—and Gals—Really Finish Last? The Joint Eff ects of Sex and Agreeableness on Income,”
Journal of Personality and Social Psychology
102 (2012): 390–407.

Studies in more controlled settings
:
Bruce Barry and Raymond A. Friedman, “Bargainer Characteristics in Distributive and Integrative Negotiation,”
Journal of Personality and Social Psychology
74 (1998): 345–359.

are women more likely to be givers than men?
:
Alice H. Eagly and Maureen Crowley, “Gender and Helping Behavior: A Meta-Analytic Review of the Social Psychological Literature,”
Psychological Bulletin
100 (1986): 283–308.