Власть и влияние
Шрифт:
8. Barry M. Staw and Jerry Ross, “Commitment in an Experimenting Society: An Experiment on the Attribution of Leadership from Administrative Scenarios”, Journal of Applied Psychology 65 (1980): 249-260.
9. Steven Bach, Final Cut: Dreams and Disaster in the Making of Heaven's Gate (New York: William Morrow, 1985), 181.
10. Ibid., 187.
11. Ibid., 189.
12. Ibid., 191.
13. Ibid., 192.
14. Ibid., 196.
15. Tracy Kidder, Soul of a New Machine (Boston: Atlantic-Little, Brown, 1981), 65-66.
16. Christopher Matthews, Hardball: How Politics Is Played– Told By One Who Knows The Game (New York: Summit Books, 1988), 60.
17. Ibid., 62-63.
18. Aaron Bernstein, Grounded: Frank Lorenzo and the Destruction of Eastern Airlines (New York: Simon and Schuster, 1990), 133.
19. Ibid., 134.
20. Ibid., 136.
21. Ibid., 137.
22. Jack W. Brehm, A Theory of Psychological Reactance (New York: Academic Press, 1966).
Примечание 471
23. Cialdini, Influence: Science and Practice, 232.
24. Ibid.
25. Frank Rose, West of Eden: The End of Innocence at Apple Computer (New York: Viking Penguin, 1989), 78.
26. David Halberstam, The Best and the Brightest (New York: Random House, 1972), 78.
27. Ibid., 410.
28. Ibid., 245.
1. Leon Festinger, “A Theory of Social Comparison Processes”, Human Relations1 (1954): 117-140.
2. Ellen Berscheid and Elaine Hatfield Walster, Interpersonal Attraction (Reading, MA: Addison-Wesley, 1969); D. Byrne, Attitudes and Attraction”, Advances in Experimental Social Psychology, ed. Leonard Berkowitz, vol. 4 (New York: Academic Press, 1969), 35-89.
3. Robert B. Cialdini, Influence: Science and Practice, zd ed. (Glenview IL: Scott, Foresman, 1988), 112.
4. Ibid., 123.
5. Bibb Latane and John M. Darley, “Group Inhibition of Bystander Intervention in Emergencies, “Journal of Personality and Social Psychology 10 (1968): 215-221.
6. Joseph B. White and Gregory A. Patterson, “GM Begins Quest to Win Back Consumer Confidence”, The Wall StreetJournal (May 4,1990): B1
7. Robert P. Gandossy, Bad Business: The OPM Scandal and the Seduction of the Establishment (New York: Basic Books, 1985), 11.
8. Ibid., 12-13.
9. Steven Bach, Final Cut: Dreams and Disaster in the Making of Heaven’s Gate (New York: William Morrow, 1985).
10. Ibid., 76-77.
11. Christopher Byron, The Fanciest Dive (New York: W.W. Norton, 1986).
472
12. Seymour М. Hersh, The Price of Power: Kissinger in the Nixon White House (New York: Summit Books, 1983).
13. Ibid., .24.
14. Cialdini, Influence: Science and Practice, 157.
15. Frank Rose, West of Eden: The End of Innocence at Apple Computer (New York: Viking Penguin, 1989), 274.
16. Ibid., 276.
17. Jerry Ross and Kenneth R. Ferris, “Interpersonal Attraction and Organizational Outcomes: A Field Examination”, Administrative Science Quarterly 26 (1981): 617-632.
18. M.G. Efran and E.WJ. Patterson, “The Politics of Appearance”, University of Toronto, 1976.
19. Cialdini, Influence: Science and Practice, 162. Cialdini also cites PL. Benson, S.A. Karabenic, and R.M. Lerner, “Pretty Pleases: The Effects of Physical Attractiveness on Race, Sex, and Receiving Help "Journal of Experimental Social Psychology 12 (1976): 409-415; and S. Chaiken, “Communicator Physical Attractiveness and Persuasion, Journal of Personality and Social Psychology 37 (1979): 1387-1397.
20. Cialdini, Influence: Science and Practice.
21. Bryan Burrough and John Helyar, Barbarians at the Gate: The Fall of RJR Nabisco (New York: Harper and Row, 1990), 69.
22. Camille B. Wortman and Joan A. Linsenmeier, “Interpersonal Attraction and Techniques of Ingratiation in Organizational Settings, New Directions in Organizational Behavior, eds. Barry M. Staw and Gerald R. Salancik (Chicago: St. Clair Press, 1977), 133-178.
23. Robert A. Caro, The Power Broker: Robert Moses and the Fall of New York (New York: Random House, 1974), 454.
24. Ibid., 455.
25. Ibid., 457.
26. Ibid., 458.
27. Gandossy, Bad Business, 19.
28. Ibid., 26.
29. Laton McCartney, Friends in High Places: The Bechtel Story (New York: Simon and Schuster, 1988), 156.
Примечание 473
30. Mark Stevens, Sudden Death: The Rise and Fall of E.F. Hutton (New York: Penguin, 1989), 81.
31. Ibid., 82-83.
32. Ibid., 84.
33. M Sherif et al., Intergroup Conflict and Cooperation: The Robbers’ Cave Experiment (Norman: University of Oklahoma Institute of Intergroup Relations, 1961).
34. Cialdini, Influence: Science and Practice, 171.
35. Ibid., 172.
36. Fritz Heider, The Psychology of Interpersonal Relations (New York: John Wiley, 1958).
37. Arlie Hochschild, The Managed Heart (Berkeley: University of California Press, 1983).