Chapter 4: Finding the Diamond in the RoughReggie Love: Personal interview (May 28, 2012); and Peter Baker, “Education of a President,” New York Times, October 12, 2010;David Picker, “Amazing Ride Nears End for ‘First Brother’ Reggie Love,” ABC News, November 22, 2011; Jodi Kantor,“Leaving Obama’s Shadow, to Cast One of His Own,” New York Times, November 10, 2011; and Noreen Malone, “Obama StillHasn’t Replaced Reggie Love,” New York Magazine, February 16, 2012.C. J. Skender: Personal interviews with Skender (January 16 and April 30, 2012), Beth Traynham (May 4, 2012), Marie Arcuri (May 5,2012), and David Moltz (May 10, 2012); see also Megan Tucker, “By the Book, Sort of . . .” BusinessWeek, September 20, 2006;Kim Nielsen, “The Last Word: C. J. Skender, CPA,” Journal of Accountancy, April 2008; Patrick Adams, “The Entertainer,”Duke Magazine, March 4, 2004; and Nicki Jhabvala, “Road Trip: UNC,” Sports Illustrated, November 8, 2006.Israel Defense Forces: Dov Eden, “Pygmalion without Interpersonal Contrast Effects: Whole Groups Gain from Raising ManagerExpectations,” Journal of Applied Psychology 75 (1990): 394–398, and “Self-Fulfilling Prophecies in Organizations,” inOrganizational Behavior: State of the Science, ed. J. Greenberg (Mahwah, NJ: Erlbaum, 2003), 91–122.intellectual blooming: Robert Rosenthal and Lenore Jacobson, “Teachers’ Expectancies: Determinants of Pupils’ IQ Gains,”Psychological Reports 19 (1966): 115–118; and Pygmalion in the Classroom: Teacher Expectation and Pupils’ IntellectualDevelopment (New York: Crown, 2003).“Self-fulfilling prophecies”: Lee Jussim and Kent Harber, “Teacher Expectations and Self-Fulfilling Prophecies: Knowns andUnknowns, Resolved and Unresolved Controversies,” Personality and Social Psychology Review 9 (2005): 131–155.employees bloomed: D. Brian McNatt, “Ancient Pygmalion Joins Contemporary Management: A Meta-Analysis of the Result,”Journal of Applied Psychology 85 (2000): 314–322.low expectations trigger a vicious cycle: Jennifer Carson Marr, Stefan Thau, Karl Aquino, and Laurie J. Barclay, “Do I Want toKnow? How the Motivation to Acquire Relationship-Threatening Information in Groups Contributes to Paranoid Thought,Suspicion Behavior, and Social Rejection,” Organizational Behavior and Human Decision Processes 117 (2012): 285–297;and Detlef Fetchenhauer and David Dunning, “Why So Cynical? Asymmetric Feedback Underlies Misguided SkepticismRegarding the Trustworthiness of Others,” Psychological Science 21 (2010): 189–193; see also Fabrizio Ferraro, JeffreyPfeffer, and Robert I. Sutton, “Economics Language and Assumptions: How Theories Can Become Self-Fulfilling,” Academy ofManagement Review 30 (2005): 8–24.new auditors: D. Brian McNatt and Timothy A. Judge, “Boundary Conditions of the Galatea Effect: A Field Experiment andConstructive Replication,” Academy of Management Journal 47 (2004): 550–565.investment theory of intelligence: Raymond Cattell, Abilities: Their Structure, Growth, and Action (New York: Houghton Mifflin,1971), and Intelligence: Its Structure, Growth, and Action (New York: Elsevier, 1987); see also Frank Schmidt, “A Theory ofSex Differences in Technical Aptitude and Some Supporting Evidence,” Perspectives on Psychological Science 6 (2011): 560–573.landmark study of world-class musicians, scientists, and athletes: Benjamin Bloom, Developing Talent in Young People (NewYork: Ballantine Books, 1985), 173.“traced the lineage of the world’s most beautiful swans”: Daniel Coyle, The Talent Code: Greatness Isn’t Born. It’s Grown.Here’s How. (New York: Bantam, 2009), 173.ten thousand hours of deliberate practice: Malcolm Gladwell, Outliers: The Story of Success (New York: Little, Brown andCompany, 2008); and K. Anders Ericsson and Neil Charness, “Expert Performance: Its Structure and Acquisition,” AmericanPsychologist 49 (1994), 725–747.grit: Angela L. Duckworth, Christopher Peterson, Michael D. Matthews, and Dennis R. Kelly, “Grit: Perseverance and Passion forLong-Term Goals,” Journal of Personality and Social Psychology 92 (2007): 1087–1101.“you can’t take motivation for granted”: George Anders, The Rare Find: Spotting Exceptional Talent Before Everyone Else(New York: Portfolio, 2011), 212.Stu Inman: Wayne Thompson, Blazermania: This Is Our Story—The Official History of the Portland Trail Blazers (San Rafael,CA: Insight Editions, 2010); and “My Memories of Stu Inman,” NBA.com, 2007, accessed May 14, 2012,http://www.nba.com/blazers/news/My_memories_of_Stu_Inman-208239-1218.html; Jack Ramsay, “Stu Inman was an Old-School Pro,” ESPN, 2007, accessed May 14, 2012, https://m.espn.go.com/nba/story?storyId=2750878; Steve Duin, “Stu Inman:The Ultimate Class Act,” The Oregonian, January 30, 2007; Mandy Major, “Dr. Ogilvie Was an Acclaimed Pioneer in SportsPsychology,” Los Gatos Weekly Times, July 23, 2003; Chris Tomasson, “LaRue Martin’s Story Proves One of Redemption,Success,” AOL News, January 25, 2011, accessed May 14, 2012, http://www.aolnews.com/2011/01/25/larue-martins-story-proves-one-of-redemption-success/; and “Ultimate Rebound: Draft Bust LaRue Martin Lands NBA Gig,” AOL News, February21, 2011, accessed May 14, 2012, http://www.aolnews.com/2011/02/21/ultimate-rebounddraft-bust-larue-martin-lands-nba-gig/;Jerry Sullivan, “NBA Scouts Are Learning to Think Small,” Los Angeles Times, March 11, 1989; Stats LLC, “Stu Inman,Architect of Trail Blazers’ Title Team, Dies at 80,” Associated Press, January 31, 2007; Rob Kremer, “Stu Inman, RIP”Blogspot, January 31, 2007, accessed May 14, 2012, http://robkremer.blogspot.com/2007/01/stu-inman-rip.html; Dwight Jaynes,“Pioneer Blazer Won with Character,” Portland Tribune, February 2, 2007; Tommie Smith and David Steele, Silent Gesture:
The Autobiography of Tommie Smith (Philadelphia: Temple University Press, 2007), 84; Filip Bondy, Tip-off : How the 1984NBA Draft Changed Basketball Forever (Cambridge, MA: Da Capo Press, 2007), 114; Frank Coffey, The Pride of Portland:The Story of the Trail Blazers (New York: Everest House, 1980); Chris Ballard, Chuck Wielgus, Clark Kellogg, and AlexanderWolff, Hoops Nation: A Guide to America’s Best Pickup Basketball (Lincoln: University of Nebraska Press, 2004); and apersonal interview with Thompson (May 14, 2012).teams couldn’t let go of their big bets: Barry M. Staw and Ha Hoang, “Sunk Costs in the NBA: Why Draft Order Affects PlayingTime and Survival in Professional Basketball,” Administrative Science Quarterly 40 (1995): 474–494; see also Colin F. Camererand Roberto A. Weber, “The Econometrics and Behavioral Economics of Escalation of Commitment in NBA Draft Choices,”Journal of Economic Behavior and Organization 39 (1999): 59–82.why and when escalation of commitment happens: Dustin J. Sleesman, Donald E. Conlon, Gerry McNamara, and Jonathan E. Miles,“Cleaning Up the Big Muddy: A Meta-Analytic Review of the Determinants of Escalation of Commitment,” Academy ofManagement Journal 55 (2012): 541–562.California bank customers defaulted on loans: Barry M. Staw, Sigal G. Barsade, and Kenneth W. Koput, “Escalation at the CreditWindow: A Longitudinal Study of Bank Executives’ Recognition and Write-off of Problem Loans,” Journal of AppliedPsychology 82 (1997): 130–142.invest $1 million in a plane: Henry Moon, “The Two Faces of Conscientiousness: Duty and Achievement Striving in Escalation ofCommitment Dilemmas,” Journal of Applied Psychology 86 (2001): 533–540.“keep the prospect of failure hidden”: Bruce M. Meglino and M. Audrey Korsgaard, “Considering Rational Self-Interest as aDisposition: Organizational Implications of Other Orientation,” Journal of Applied Psychology 89 (2004): 946–959; and M.Audrey Korsgaard, Bruce M. Meglino, and Scott W. Lester, “Beyond Helping: Do Other-Oriented Values Have BroaderImplications in Organizations?” Journal of Applied Psychology 82 (1997): 160–177.choosing on behalf of others: Laura Kray and Richard Gonzalez, “Differential Weighting in Choice Versus Advice: I’ll Do This, YouDo That,” Journal of Behavioral Decision Making 12 (1999): 207–217; Laura Kray, “Contingent Weighting in Self-OtherDecision Making,” Organizational Behavior and Human Decision Processes 83 (2000): 82–106; and Evan Polman and KyleJ. Emich, “Decisions for Others Are More Creative than Decisions for the Self,” Personality and Social Psychology Bulletin37 (2011): 492–501.Bob Gross: Wayne Thompson, “Bob Gross: Moving Without the Ball,” NBA.com, accessed May 14, 2012,http://www.nba.com/blazers/news/Bob_Gross_Moving_Without_The_-292398-1218.html; Kyle Laggner, “Former Blazers’Forward Bobby Gross Leaves a Lasting Impression,” Oregonian, December 17, 2008; and Jews in Sports profile, accessed May14, 2012, www.jewsinsports.org/profi le.asp?sport=basket ball&ID=358.givers are willing to work harder and longer: Adam M. Grant, “Does Intrinsic Motivation Fuel the Prosocial Fire? MotivationalSynergy in Predicting Persistence, Performance, and Productivity,” Journal of Applied Psychology, 93 (2008): 48–58.Def Jam Records: Personal interview with Russell Simmons (June 26, 2012), and Russell Simmons and Chris Morrow, Do You: 12Laws to Access the Power in You to Achieve Happiness and Success (New York: Penguin, 2008), 156–157.Clyde Drexler: Clyde Drexler and Kerry Eggers, Clyde the Glide: My Life in Basketball (New York: Skyhorse Publishing, 2011),109–114.Michael Jordan: Michael Leahy, When Nothing Else Matters: Michael Jordan’s Last Comeback (New York: Simon & Schuster,2005); Sam Smith, The Jordan Rules (New York: Mass Market, 1993); Jack McCallum, Dream Team: How Michael, Magic,Larry, Charles, and the Greatest Team of All Time Conquered the World and Changed the Game of Basketball Forever(New York: Ballantine Books, 2012); ESPN Chicago, “Charles Barkley Critical of Jordan,” March 1, 2012, accessed May 28,2012, http://espn.go.com/chicago/nba/story/_/id/7634685/charles-barkley-michael-jordan-executive-not-done-good-job; and RickReilly, “Be Like Michael Jordan? No Thanks,” ESPN, September 19, 2009, accessed May 28, 2012,http://sports.espn.go.com/espn/columns/story?columnist=reilly_rick&id=4477759.Dean Smith: Bondy, Tip-off, 3.“Talented people are attracted to those who care about them”: Personal interview with Chris Granger (June 26, 2012).“champion great talent: Anders, 246–247.Chapter 5: The Power of Powerless CommunicationOpening quote: Theodore Roosevelt, “Letter to Henry R. Sprague,” American Treasures of the Library of Congress, January 26,1900.Dave Walton: Hayes Hunt, “The King’s Speech: A Trial Lawyer’s Stutter,” From the Sidebar, March 3, 2011, and personal interviewswith Walton (September 6 and December 15, 2011, and March 9, 2012).success depends heavily on influence skills: Daniel Pink, To Sell Is Human: The Surprising Truth About Moving Others (NewYork: Riverhead, 2012).dominance and prestige: Nir Halevy, Eileen Y. Chou, Taya R. Cohen, and Robert W. Livingston, “Status Conferral in Intergroup SocialDilemmas: Behavioral Antecedents and Consequences of Prestige and Dominance,” Journal of Personality and Social
Psychology 102 (2012): 351–366.people expect us to communicate powerfully: Susan Cain, Quiet: The Power of Introverts in a World That Can’t Stop Talking(New York: Crown, 2012).comfortable expressing vulnerability: see M. Audrey Korsgaard, Bruce M. Meglino, and W. Scott Lester, “Beyond Helping: DoOther-Oriented Values Have Broader Implications in Organizations?” Journal of Applied Psychology 82 (1997): 160–177; andMichael C. Ashton and Kibeom Lee, “Empirical, Theoretical, and Practical Advantages of the HEXACO Model of PersonalityStructure,” Personality and Social Psychology Review 11 (2007): 150–166.pratfall effect: Elliot Aronson, Ben Willerman, and Joanne Floyd, “The Effect of a Pratfall on Increasing Interpersonal Attractiveness,”Psychonomic Science 4 (1966): 227–228; and Robert Helmreich, Elliot Aronson, and James LeFan, “To Err Is Humanizing—Sometimes: Effects of Self-Esteem, Competence, and a Pratfall on Interpersonal Attraction,” Journal of Personality andSocial Psychology 16 (1970): 259–264.bottom of the social responsibility list: Robert H. Frank, “What Price the Moral High Ground?” Southern Economic Journal 63(1996): 1–17.Bill Grumbles: Personal interview (October 4, 2011).joy of talking: James Pennebaker, Opening Up: The Healing Power of Expressing Emotions (New York: Guilford Press, 1997), 3.top-selling optician: Personal interviews with Kildare Escoto (August 23 and 28, 2011) and Nancy Phelps (August 23, 2011).hundreds of opticians: Adam M. Grant and Dane Barnes, “Predicting Sales Revenue” (working paper, 2011).expert negotiators: Neil Rackham, “The Behavior of Successful Negotiators,” in Negotiation: Readings, Exercises, and Cases, ed.R. Lewicki, B. Barry, and D. M. Saunders (New York: McGraw-Hill, 2007).insurance salespeople: Philip M. Podsakoff , Scott B. MacKenzie, Julie B. Paine, and Daniel G. Bachrach, “Organizational CitizenshipBehaviors: A Critical Review of the Theoretical and Empirical Literature and Suggestions for Future Research,” Journal ofManagement 26 (2000): 513–563.pharmaceutical salespeople: Carl J. Thoresen, Jill C. Bradley, Paul D. Bliese, and Joseph D. Thoresen, “The Big Five PersonalityTraits and Individual Job Performance Growth Trajectories in Maintenance and Transitional Job Stages,” Journal of AppliedPsychology 89 (2004): 835–853.salespeople responsible for women’s products: Fernando Jaramillo and Douglas B. Grisaffe, “Does Customer Orientation ImpactObjective Sales Performance? Insights from a Longitudinal Model in Direct Selling,” Journal of Personal Selling & SalesManagement XXIX (2009): 167–178.planning to vote: Anthony G. Greenwald, Catherine G. Carnot, Rebecca Beach, and Barbara Young, “Increasing Voting Behavior byAsking People if They Expect to Vote,” Journal of Applied Psychology 72 (1987): 315–318.we get suspicious: Marian Friestad and Peter Wright, “The Persuasion Knowledge Model: How People Cope with PersuasionAttempts,” Journal of Consumer Research 21 (1994): 1–31; Jack Brehm, A Theory of Psychological Reactance (New York:Academic Press, 1966); and John Biondo and A. P. MacDonald Jr., “Internal-External Locus of Control and Response toInfluence Attempts,” Journal of Personality 39 (1971): 407–419.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’ IntentionQuestions 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 onStatus 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 onConsumer 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: TheRole 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 StrategicBenefits 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, andthe Boss,” Journal of Applied Psychology 77 (1992): 525–535; and Gary Yukl, Helen Kim, and Cecilia M. Falbe, “Antecedentsof 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, SophisticatedInterpersonal 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 HelpSeeking and Job Performance Evaluations as Moderated by Task-Relevant Expertise,” Journal of Applied Social Psychology33 (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 MaintenanceOpening 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 AmandaRiches, “The Integration of Agency and Communion in Moral Personality: Evidence of Enlightened Self-Interest,” Journal ofPersonality and Social Psychology 101 (2011): 149–163.pathological altruism: Barbara Oakley, Ariel Knafo, and Michael McGrath, eds., Pathological Altruism (New York: OxfordUniversity Press, 2011).“failing to study”: Vicki S. Helgeson and Heidi L. Fritz, “The Implications of Unmitigated Agency and Unmitigated Communion forDomains 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 andImpression Management Motives as Interactive Predictors of Affiliative Citizenship Behaviors,” Journal of AppliedPsychology 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 forJob 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 MostDangerous 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 theArt of Motivation Maintenance: The Effects of Contact with Beneficiaries on Persistence Behavior,” Organizational Behaviorand Human Decision Processes 103 (2007): 53–67; Adam M. Grant, “The Significance of Task Significance: Job PerformanceEffects, 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 PublicManagement 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? IntegratingFindings 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 IdeologicalMessages 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: TheInteractions of Perceived Prosocial and Antisocial Impact in Service Work,” Journal of Occupational and OrganizationalPsychology 80 (2007): 665–691; Adam M. Grant and Sabine Sonnentag, “Doing Good Buffers Against Feeling Bad: ProsocialImpact 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 ofPersonality and Social Psychology 75 (1998): 121–140; and Vicki S. Helgeson and Heidi L. Fritz, “Unmitigated Agency andUnmitigated 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 ofSustainable 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 Relationshipbetween 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 forEquilibrium,” 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: BloomsburyPress, 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 amongYoung-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: Healthand 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: GiftExchange 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 ProsocialBehavior 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 inPredicting 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 WorkFeels Good at Home, But Not Right Away: When and Why Perceived Prosocial Impact Predicts Positive Affect,” PersonnelPsychology 65 (2012): 495–530.robust antidote to burnout: Jonathon R. B. Halbesleben, “Sources of Social Support and Burnout: A Meta-Analytic Test of theConservation 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: TheMediating 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 inPsychological Science 15 (2006): 273–277; see also Bernadette von Dawans, Urs Fischbacher, Clemens Kirschbaum, ErnstFehr, 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 ServiceProfessionals: 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 ofApplied Social Psychology 22 (1992): 173–189.willpower: Elizabeth Seeley and Wendi Gardner, “The ‘Selfl ess’ and Self-Regulation: The Role of Chronic Other-Orientation inAverting 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 StrongWork Ethic,” KSL, May 8, 2011.income and charitable giving: Arthur C. Brooks, Who Really Cares (New York: Basic Books, 2006), “Does Giving Make UsProsperous?” Journal of Economics and Finance 31 (2007): 403–411; and Gross National Happiness (New York: BasicBooks, 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 PromotesHappiness,” Science 319 (2008): 1687–1688.warm glow: James Andreoni, William T. Harbaugh, and Lise Vesterlund, “Altruism in Experiments,” in New Palgrave Dictionary ofEconomics, 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 VoluntaryGiving 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 aboutCharitable 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 andSocial Behavior 42 (2001): 115–131.drop in depression: Yunqing Li and Kenneth F. Ferraro, “Volunteering and Depression in Later Life: Social Benefit or SelectionProcesses?” 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 ThanReceiving 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 VolunteersBenefit 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 KeyDifferences 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?” Academyof Management Perspectives 21 (2007): 36–59; Sonja Lyubomirsky, Laura King, and Ed Diener, “The Benefits of FrequentPositive 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 andQuantitative 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 ofInformation and Decreases Anchoring in Reasoning Among Physicians,” Organizational Behavior and Human DecisionProcesses 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😛enguin, 2011), 327.more sustainable contributions: Adam M. Grant and David M. Mayer, “Good Soldiers and Good Actors: Prosocial and ImpressionManagement Motives as Interactive Predictors of Affiliative Citizenship Behaviors,” Journal of Applied Psychology 94 (2009):900–912.Chapter 7: Chump ChangeOpening 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 NaliniAmbady and Robert Rosenthal, “Half a Minute: Predicting Teacher Evaluations from Thin Slices of Nonverbal Behavior andPhysical 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 andPersonality 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 andhumility than agreeableness, see Michael C. Ashton and Kibeom Lee, “Empirical, Theoretical, and Practical Advantages of theHEXACO Model of Personality Structure,” Personality and Social Psychology Review 11 (2007): 150–166; on distinguishingagreeableness from giver values, see Sonia Roccas, Lilach Sagiv, Shalom H. Schwartz, and Ariel Knafo, “The Big FivePersonality 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 PersonalityJudgments,” 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 thePrisoner’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 PersonalityScience 1 (2010): 274-279.Strangers and dating couples: William R. Fry, Ira J. Firestone, and David L. Williams, “Negotiation Process and Outcome of StrangerDyads 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, “MatchingMessages to Motives in Persuasion: A Functional Approach to Promoting Volunteerism,” Journal of Applied SocialPsychology 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 GetInside the Head of Your Opponent: The Differential Effects of Perspective Taking and Empathy on Negotiation,” PsychologicalScience 19 (2008): 378–384.cooperative when working with cooperative partners: Paul A. M. Van Lange, “The Pursuit of Joint Outcomes and Equality inOutcomes: 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 aBusiness 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 toSucceed (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 AvoidingNegotiation—and Positive Strategies for Change (New York: Bantam, 2007); Deborah A. Small, Michele Gelfand, LindaBabcock, and Hilary Gettman, “Who Goes to the Bargaining Table? The Influence of Gender and Framing on the Initiation ofNegotiation,” 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: UnmitigatedCommunion, Relational Anxieties, and Economic Costs in Distributive and Integrative Bargaining,” Journal of Personality andSocial 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 JointEff 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 andIntegrative 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.second factor at play: see Lilach Sagiv, “Vocational Interests and Basic Balues,” Journal of Career Assessment 10 (2002): 233–257;Idit Ben-Shem and Tamara E. Avi-Itzhak, “On Work Values and Career Choice in Freshmen Students: The Case of Helping vs.Other Professions,” Journal of Vocational Behavior 39 (1991): 369–379; Jeylan T. Mortimer and Jon Lorence, “WorkExperience and Occupational Value Socialization: A Longitudinal Study,” American Journal of Sociology 84 (1979): 1361–1385;and Robert H. Frank, “What Price the Moral High Ground?” Southern Economic Journal 63 (1996): 1–17.Sameer Jain: Personal interview (December 16, 2011).176 senior executives: Hannah Riley Bowles, Linda Babcock, and Kathleen L. McGinn, “Constraints and Triggers: SituationalMechanics of Gender in Negotiation,” Journal of Personality and Social Psychology 89 (2005): 951–965.negotiated on behalf of a friend: Emily T. Amanatullah and Michael W. Morris, “Negotiating Gender Roles: Gender Differences inAssertive Negotiating Are Mediated by Women’s Fear of Backlash and Attenuated When Negotiating on Behalf of Others,”Journal of Personality and Social Psychology 98 (2010): 256–267.
relational account: Hannah Riley Bowles and Linda Babcock, “Relational Accounts: A Strategy for Women Negotiating for HigherCompensation” (working paper, 2011).twenty-eight different studies: Carsten K. W. De Dreu, Laurie R. Weingart, and Seungwoo Kwon, “Influence of Social Motives onIntegrative Negotiation: A Meta-Analytic Review and Test of Two Theories,” Journal of Personality and Social Psychology78 (2000): 889–905.becomes second nature: Brian R. Little, “Free Traits, Personal Projects and Idio-Tapes: Three Tiers for Personality Research,”Psychological Inquiry 7 (1996): 340–344; and “Free Traits and Personal Contexts: Expanding a Social Ecological Model ofWell-Being,” in Person-Environment Psychology, 2nd ed., ed. W. Bruce Walsh, Kenneth H. Craik, and Richard H. Price (NewYork: Guilford Press, 2000): 87–116.Chapter 8: The Scrooge ShiftOpening quote: Adam Smith, The Theory of Moral Sentiments (Kila, MT: Kessinger Publishing, 1759/2004), 3.Craigslist: Jenna Lloyd and Sherry K. Gunter, craigslist 4 Everyone (New York: Pearson Education, 2008).Freecycle: Personal interview with Deron Beal (June 19, 2012); Richard Jerome, “Free for All,” People, May 10, 2004; Deron Bealand S. James Snyder, “Power of One,” Time, November 30, 2009; and Carol Brennan, “Deron Beal,” Encyclopedia of WorldBiography, 2005.what drives people to participate in exchange systems: Robb Willer, Francis J. Flynn, and Sonya Zak, “Structure, Identity, andSolidarity: A Comparative Field Study of Generalized and Direct Exchange,” Administrative Science Quarterly 57 (2012): 119–155.defendant of pure altruism: C. Daniel Batson, “How Social an Animal? The Human Capacity for Caring,” American Psychologist 45(1990): 336–346; and C. Daniel Batson, Karen Sager, Eric Garst, Misook Kang, Kostia Rubchinsky, and Karen Dawson, “IsEmpathy-Induced Helping Due to Self-Other Merging?” Journal of Personality and Social Psychology 73 (1997): 495–509.devil’s advocate: Robert B. Cialdini, Stephanie L. Brown, Brian P. Lewis, Carol Luce, and Steven L. Neuberg, “Reinterpreting theEmpathy-Altruism Relationship: When One into One Equals Oneness,” Journal of Personality and Social Psychology 73(1997): 481–494; and Jon K. Maner, Carol L. Luce, Steven L. Neuberg, Robert B. Cialdini, Stephanie L. Brown, and Brad J.Sagarin, “The Effects of Perspective Taking on Motivations for Helping: Still No Evidence for Altruism,” Personality andSocial Psychology Bulletin 28 (2002): 1601–1610.red herring: Frans de Waal, The Age of Empathy (New York: Crown, 2009), 75.writing Wikipedia entries: Oded Nov, “What Motivates Wikipedians?” Communications of the ACM 50 (2007): 60–64; see alsoJoachim Schroer and Guido Hertel, “Voluntary Engagement in an Open Web-Based Encyclopedia: Wikipedians and Why TheyDo It,” Media Psychology 12 (2009): 96–120.lead partner: Personal interview with “Phillippe” (January 24, 2012).common ground: Mark Levine, Amy Prosser, David Evans, and Stephen Reicher, “Identity and Emergency Intervention: How SocialGroup Membership and Inclusiveness of Group Boundaries Shape Helping Behavior,” Personality and Social PsychologyBulletin 31 (2005): 443–453.common identity: John F. Dovidio, Samuel L. Gaertner, Ana Validzic, Kimberly Matoka, Brenda Johnson, and Stacy Frazier, “Extendingthe Benefits of Recategorization: Evaluations, Self-Disclosure, and Helping,” Journal of Experimental Social Psychology 33(1997): 401–420.another man named Adam Rifkin: Personal interviews with Panda Adam Rifkin (January 28, 2012) and Hollywood Adam Rifkin(February 2, 2012). For the full story of how the two Adam Rifkins met, see www.ifindkarma.com/attic/local/realadam.html andwww.ifindkarma.com/attic/local/denial.html.remind us of ourselves: Brett W. Pelham, Matthew C. Mirenberg, and John T. Jones, “Why Susie Sells Seashells by the Seashore:Implicit Egotism and Major Life Decisions,” Journal of Personality and Social Psychology 82 (2002): 469–487; John T. Jones,Brett W. Pelham, Matthew C. Mirenberg, and John J. Hetts, “Name Letter Preferences Are Not Merely Mere Exposure:Implicit Egotism as Self-Regulation,” Journal of Experimental Social Psychology 38 (2002): 170–177; Brett W. Pelham,Mauricio Carvallo, and John T. Jones, “Implicit Egotism,” Current Directions in Psychological Science 14 (2006): 106–110;and Ernest L. Abel, “Influence of Names on Career Choices in Medicine,” Names 58 (2010): 65–74.attracted to potential dates: John T. Jones, Brett W. Pelham, Mauricio Carvallo, and Matthew C. Mirenberg, “How Do I Love Thee?Let Me Count the Js: Implicit Egotism and Interpersonal Attraction,” Journal of Personality and Social Psychology 87 (2004):665–683.Kiva: Jeff Galak, Deborah Small, and Andrew T. Stephen, “Microfinance Decision Making: A Field Study of Prosocial Lending,”Journal of Marketing Research XLVIII (2011): S130–S137.alternative explanations: Uri Simonsohn, “Spurious? Name Similarity Effects (Implicit Egotism) in Marriage, Job, and MovingDecisions,” Journal of Personality and Social Psychology 101 (2011): 1–24; Leif D. Nelson and Joseph P. Simmons,“Moniker Maladies: When Names Sabotage Success,” Psychological Science 18 (2007): 1106–1112; Ernest L. Abel andMichael L. Kruger, “Symbolic Signifi cance of Initials on Longevity,” Perceptual and Motor Skills 104 (2007): 179–182; and
“Athletes, Doctors, and Lawyers with First Names Beginning with ‘D’ Die Sooner,” Death Studies 34 (2010): 71–81; andNicholas Christenfeld, David P. Phillips, and Laura M. Glynn, “What’s in a Name: Mortality and the Power of Symbols,” Journalof Psychosomatic Research 47 (1999): 241–254.Fingerprints: Jerry M. Burger, Nicole Messian, Shebani Patel, Alicia del Prado, and Carmen Anderson, “What a Coincidence! TheEffects of Incidental Similarity on Compliance,” Personality and Social Psychology Bulletin 30 (2004): 35–43.optimal distinctiveness: Marilynn B. Brewer, “The Importance of Being We: Human Nature and Intergroup Relations,” AmericanPsychologist 62 (2007): 728–738; and Kennon M. Sheldon and B. Ann Bettencourt, “Psychological Need-Satisfaction andSubjective Well-Being within Social Groups,” British Journal of Social Psychology 41 (2002): 25–38.elevation: Jonathan Haidt, “Elevation and the Positive Psychology of Morality,” in Flourishing: Positive Psychology and the LifeWell-Lived, ed. Corey L. M. Keyes and Jonathan Haidt (Washington, DC: American Psychological Association, 2003), 275–289;and Sara B. Algoe and Jonathan Haidt, “Witnessing Excellence in Action: The ‘Other-Praising’ Emotions of Elevation, Gratitude,and Admiration,” Journal of Positive Psychology 4 (2009): 105–127.ten features of Superman: Leif D. Nelson and Michael I. Norton, “From Student to Superhero: Situational Primes Shape FutureHelping,” Journal of Experimental Social Psychology 41 (2005): 423–430.“even a penny will help”: Robert B. Cialdini and David A. Schroeder, “Increasing Compliance by Legitimizing Paltry Contributions:When Even a Penny Helps,” Journal of Personality and Social Psychology 34 (1976): 599–604; for a recent extension, seeSachiyo M. Shearman and Jina H. Yoo, “Even a Penny Will Help! Legitimization of Paltry Donation and Social Proof in SolicitingDonation to a Charitable Organization,” Communication Research Reports 24 (2007): 271–282.energy consumption: Jessica M. Nolan, P. Wesley Schultz, Robert B. Cialdini, Noah J. Goldstein, and Vladas Griskevicius, “NormativeSocial Influence Is Underdetected,” Personality and Social Psychology Bulletin 34 (2008): 913–923; P. Wesley Schultz,Jessica M. Nolan, Robert B. Cialdini, Noah J. Goldstein, and Vladas Griskevicius, “The Constructive, Destructive, andReconstructive Power of Social Norms,” Psychological Science 18 (2007): 429–434; and Hunt Alcott, “Social Norms andEnergy Conservation,” MIT Center for Energy and Environmental Policy Research (working paper, 2009).“ready to aid one another”: Charles Darwin, The Descent of Man and Selection in Relation to Sex (London: Murray, 1871).Underestimating the givers: Francis J. Flynn and Vanessa K. B. Lake (now Bohns), “If You Need Help, Just Ask: UnderestimatingCompliance with Direct Requests for Help,” Journal of Personality and Social Psychology 95 (2008): 128–143.only natural to assume: Dale T. Miller, “The Norm of Self-Interest,” American Psychologist 54 (1999): 1053–1060.“explaining almost every act of their lives on the principle of self-interest”: Alexis de Tocqueville, Democracy in America(Garden City, NY: Anchor Press, 1835/1969), 526.“social norms against sounding too charitable”: Robert Wuthnow, Acts of Compassion (Princeton, NJ: Princeton University Press,1993).“no one believes”: David Krech and Richard S. Crutchfield, Theory and Problems of Social Psychology (New York: McGraw-Hill,1948).Harvard freshmen: Stephanie Garlock and Hana Rouse, “Harvard Most Values Success, 2014 Says,” Harvard Crimson, September 2,2011; “Harvard College Introduces Pledge for Freshmen to Affirm Values,” Harvard Crimson, September 1, 2011; and HanaRouse, “College to Remove Signatures from Freshman Kindness Pledge,” Harvard Crimson, September 7, 2011.“Ideas can have profound effects”: Barry Schwartz, “Psychology, Idea Technology, and Ideology,” Psychological Science 8 (1997):21–27.Reciprocity Ring: Wayne Baker and Adam M. Grant, “Values and Contributions in the Reciprocity Ring” (working paper, 2007).reputational benefits: Dan Ariely, Anat Bracha, and Stephan Meier, “Doing Good or Doing Well? Image Motivation and MonetaryIncentives in Behaving Prosocially,” American Economic Review 99 (2009): 544–555.brainstorming: Harry M. Wallace and Roy F. Baumeister, “The Performance of Narcissists Rises and Falls with Perceived Opportunityfor Glory,” Journal of Personality and Social Psychology 82 (2002): 819–834.go green to be seen: Vladas Griskevicius, Joshua M. Tybur, and Bram Van den Bergh, “Going Green to Be Seen: Status, Reputation,and Conspicuous Conservation,” Journal of Personality and Social Psychology 98 (2010): 392–404.bank tellers: Chun Hui, Simon S. K. Lam, and Kenneth K. S. Law, “Instrumental Values of Organizational Citizenship Behavior forPromotion: A Field Quasi-Experiment,” Journal of Applied Psychology 85 (2000): 822–828.“sets a terrible precedent”: Harry Lewis, “The Freshman Pledge,” Blogspot, August 20, 2011, http://harry-lewis.blogspot.com/2011/08/freshman-pledge.html.making identity plans known to others: Peter M. Gollwitzer, Paschal Sheeran, Verena Michalski, and Andrea E. Seifert, “WhenIntentions Go Public: Does Social Reality Widen the Intention-Behavior Gap?” Psychological Science 20 (2009): 612–618.might backfire: Sonya Sachdeva, Rumen Iliev, and Douglas L. Medin, “Sinning Saints and Saintly Sinners: The Paradox of Moral Self-Regulation,” Psychological Science 20 (2009): 523–528.attribute it to an external reason: C. Daniel Batson, Jay S. Coke, M. L. Jasnoski, and Michael Hanson, “Buying Kindness: Eff ect ofan Extrinsic Incentive for Helping on Perceived Altruism,” Personality and Social Psychology Bulletin 4 (1978): 86–91; andZiva Kunda and Shalom H. Schwartz, “Undermining Intrinsic Moral Motivation: External Reward and Self-Presentation,”
Journal of Personality and Social Psychology 45 (1983): 763–771.To paraphrase the writer: E. M. Forster, Aspects of the Novel (New York: Penguin Classics, 1927/2005).important aspect of their identities: Marcia A. Finkelstein, Louis A. Penner, and Michael T. Brannick, “Motive, Role Identity, andProsocial Personality as Predictors of Volunteer Activity,” Social Behavior and Personality 33 (2005): 403–418; Adam M.Grant and Jane E. Dutton, “Beneficiary or Benefactor: Are People More Prosocial When They Reflect on Receiving or Giving?”Psychological Science 23 (2012): 1033–1039; and Adam M. Grant, “Giving Time, Time After Time: Work Design and SustainedEmployee Participation in Corporate Volunteering,” Academy of Management Review 37 (2012): 589–615.Fortune 500 retail company: Adam M. Grant, Jane E. Dutton, and Brent D. Rosso, “Giving Commitment: Employee Support Programsand the Prosocial Sensemaking Process,” Academy of Management Journal 51 (2008): 898–918.Chapter 9: Out of the ShadowsOpening quote: Marcus Aurelius, Meditations (New York: Random House, 2002), trans. Gregory Hays, 55.Derek Sorenson: Personal interview (January 11, 2012).smarter negotiators: Bruce Barry and Raymond A. Friedman, “Bargainer Characteristics in Distributive and Integrative Negotiation,”Journal of Personality and Social Psychology 74 (1998): 345–359.Sherryann Plesse: Personal interview (April 13, 2012).Peter Audet: Personal correspondence (July 1, 2012).Actions for Impacttop-secret mission: Personal interviews with Jay (April 19 and May 10, 2012) and his assistant (May 3, 2012).job crafting: Amy Wrzesniewski, Justin M. Berg, Adam M. Grant, Jennifer Kurkoski, and Brian Welle, “Job Crafting in Motion:Achieving Sustainable Gains in Happiness and Performance” (working paper, 2012).Mercer study: Corporate Executive Board, “Creating an Eff ective Reward and Recognition Program,” March 2006, accessed May12, 2012, www.performancesolutions.nc.gov/motivationInitiatives/RewardsandRecognition/docs/CLC-Rewards&Recogni-tion.pdf.Love Machine: Personal interview with Chris Colosi (March 20, 2012).“One of my objectives is listening”: Personal interview with Jim Quigley (August 23, 2011).GetRaised: Personal interview with Matt Wallaert (February 8, 2012).ServiceSpace: Personal interview with Nipun Mehta (March 23, 2012).BNI: Personal interview with Ivan Misner (January 31, 2012).aggressively helpful: The interviews about The Kindness Offensive were conducted by Laurence Lemaire and Matt Stevens withfounders David Goodfellow, Benny Crane, James Hunter, and Rob Williams (March 3, 2012); and the interview with Ryan Garciawas conducted by Valentino Kim (March 20, 2012).Start the spark: Wayne Baker and Cheryl Baker, “Paying It Forward: How Reciprocity Really Works and How You Can Create It inYour Organization,” University of Michigan, winter 2011, accessed May 14, 2012,http://www.bus.umich.edu/Positive/News/newsletter/2-23-11/baker-paying.html
INDEXThe page numbers in this index refer to the printed version of this book. To find the correspondinglocations in the text of this digital version, please use the “search” function on your e-reader. Notethat not all terms may be searchable. AAaker, Jennifer, 183Abrams, Jonathan, 38Acumen Fund, 267Advertising, Volkswagen ads, 142–46Advice seeking, and negotiating, 150–53Agreeablenessand giving versus taking, 191–93neurological basis, 191–92ntraits related to, 191, 192nAhearn, Bud, 240Aknin, Lara, 183Algoe, Sara, 234Altruism, 220–24and common community, 224–28and empathy, 220–22pathological, 157–58, 170, 170nversus egoism, 220–22Amanatullah, Emily, 205–6Anders, George, 106, 125Andreessen, Marc, 31Animals, lekking by, 34–35Annan, Kofi, 184Annual reports, CEO traits, recognizing from, 34–38Architectscreativity profile of, 64–65, 68Frank Lloyd Wright, 67–70Arcuri, Marie, 102–3, 105Ariely, Dan, 244Army Man, 66–67, 72, 77–78n, 93Aronson, Elliot, 134, 141, 142Ashby, Jeff, 74–75Assertiveness problems, 201–9glass ceiling and women, 201–3, 203–4notherish approach to, 205–9Audet, Peterempathy trap, 195–98as giver, 18–20
trusting others, negative effect, 189–91 BBabcock, Linda, 201–2, 205, 208Baker, Cheryl, 239–40, 261, 268Baker, Wayne, 34, 52–53, 239–40, 261, 268Barkley, Charles, 109, 124Barnes, Dane, 138–39Barry, Bruce, 206, 252Basketballdisappointing players, investing in, 108–12potential talent, developing by coach, 108–11, 115–22, 124–25Batson, C. Daniel, 220–22, 247Bauer, Lillianotherish approach by, 214–15relational accounts, use of, 208–9selfless giving, 186–87sincerity screening by, 194, 201Baumeister, Roy, 183Bazeley, Percival, 79Beal, Deron, 217–20, 222–23, 234. See also FreecycleBellé, Nicola, 167Bennett, Byron, 79Berg, Justin, 263Bergeron, Diane, 187Biden, Joe, 128Birth order, and perspective taking, 90–91nBlogger, 42Bloom, Benjamin, 104–7Bloomers, and self-fulfilling prophecy, 99–102Bluford, Guion, Jr., 158BNI, 60, 267Body language, of takers, 130Bohns, Vanessa, 241Bondy, Filip, 118Borowitz, Andy, 93Bowie, Sam, 109, 111, 115, 115n, 120, 125Bowler, Matthew, 177Bowles, Hannah Riley, 208Branson, Richard, 184–85Breslin, Jimmy, 73–74Brewer, Marilynn, 232–33Brooks, Arthur, 182Brooks, James L., 63Brown, Kwame, 123–24Buckwalter, Bucky, 121–22Burg, Bob, 267Burger, Jerry, 232Burn-out, 165–73, 177–85avoiding by giving more, 165–66, 168–71, 173and fight or flight, 177of givers, myth of, 165, 178–85having impact as antidote, 161–69social support, benefits for, 177–78Teach for America (TFA) teachers, 160–61, 165Burton, Robert, 87–88Bush, George H. W., and Ken Lay, 29, 34, 45Bush, George W., and Ken Lay, 28, 29, 34, 44–45
CCain, Susan, 131, 265Callahan, Conreyburn-out situation for, 160–62, 176–77as chunker, 171, 174giving more as energy source, 165–66, 168–71, 174–78Caring Canadian Award, 156–58Carter, Jimmy, 184Cattell, Raymond, 104Cerne, Matej, 78–79Chamberlain, Wilt, 159Chandler, Tyson, 123Chast, Roz, 93Chatterjee, Arijit, 35–37Cheng, Joey, 34Chief executive officers (CEOs), takers, traits of, 34–38Christakis, Nicholas, 56–57Chunking, giver satisfaction from, 170–75Cialdini, Robert, 43, 220–22, 235–38Clark, Margaret, 5Classroom Economy, The, 175Clinton, Bill, 10Clinton, DeWitt, 14Coach, basketball talent, recognizing, 108–11, 115–22, 124–25Coffey, Frank, 118–19Collaboration, 66–93and creative character, 63–72and crediting others, 77–93financial analysts, team and performance, 71–72and givers, 66–67, 72–78idiosyncrasy credits from, 76and matchers, 76, 78–79and perspective taking, 86–93and powerless speech, 147–48and responsibility bias, 81–86surgeons, affiliation and performance, 70and takers, 69–70team, benefits from givers, 74–76Collins, Catherine, 76Colosi, Chris, 264Communication stylesfirst-person singular pronouns in, 36, 193powerful and powerless communication, 130–54Communityelevation and giving, 234–39sense of and giving, 224–28, 233–34Computer industry, takers and company performance, 36nConley, Chip, 16Conservation International, 66Consultantsas givers, 186–215Coyle, Daniel, 104Craigslistdevelopment of, 216–17versus Freecycle, 217–220, 226–28Creativityarchitect traits, study of, 64–65, 68
and collaboration, 63–72and givers, 65–67and takers, 65, 67–69Crediting others, 77–93by givers, 77–78, 83–86lack of by takers, 79–81perspective taking, 86–93and responsibility bias, 81–86Crosier, Benjamin, 38Cross, Rob, 52–53Crutchfield, Richard, 242Cultureand important values, 20–21and reciprocity patterns, 5–6n DDarwin, Charles, 239De Dreu, Carsten, 213Def Jam Records, 119–20Dell, Michael, 41Dichter, Sasha, 267Dillon, Haley, 38Dingman, Thomas, 245–46Disagreeable personsgivers versus takers, 191–93traits related to, 191Disclaimers, in powerless speech, 144Dominanceand powerful communication, 130, 133, 148and takers, 130, 133Dormant ties, 50–54and givers, 51–53reactivating, impact of, 50–51and trust, 51Dovidio, Jack, 226Drexler, Clyde, 120–22, 124Drucker, Peter, 70Drummond, Jon, 158Duckworth, Angela, 105–6Duin, Steve, 116–17Dunn, Elizabeth, 183Dutton, Jane, 248, 262 EEagly, Alice, 203nEarth to America, 66Eden, Dov, 97–98, 100Edmondson, Amy, 85Ego threat, and escalation of commitment, 113–14Elders, The, 184Elevation, and giving, 234–39Elkind, Peter, 28–29Empathy, 195–201and altruism, 220–22elements of, 195, 220, 222empathy trap and givers, 195–201versus generous tit for tat, 198–201Encouragement, of potential in others, 102–8
Enders, John, 79, 82Energy, gaining and giving, 175–77Energy conservation, consumer motivations in, 236–38, 238nEnergy network map, 52–53Engineersas givers, 7, 58–59social network for, 42Enrondemise, signs of, 35Ken Lay as taker, 27–29, 32, 35–37Erving, Julius, 109, 115, 117, 119Escalation of commitment, 112–17Escoto, Kildare, 137–140Excite, 46–48Expedition behavior, of givers, 74–75Extreme Kindness, 266–67Eye Care Associates, 137 FFacebook, takers, recognizing on, 39–41Fairness, and matchers, 5–6, 33, 43nFake, Caterina, 31Fallingwater, 68–69Favors, expectations and takers, 44–45, 58Feinberg, Matthew, 34Feresten, Spike, 93Ferrazzi, Keith, 44, 59–60Fight or flight, 177Financial advisersas givers, 18–20star analysis as collaborators, 71–72First-person singular pronouns, use by takers, 36, 193Fiske, Alan, 5–6nFive-minute favor, 54–60, 264–65Flynn, Frank, 58–59, 89, 218, 241Forster, E. M., 248Fowler, James, 56–57Fraenkel, Fred, 71Fragale, Alison, 144–45Francis, Thomas, 79Frank, Robert, 23, 204nFranklin, Benjamin, 152–53Freecycleas common community, 224–28, 233–34development of, 217–20elevation and giving, 235, 238–39free choice in, 248optimal distinctiveness through, 233–34as otherish, 223–24taker and matcher giving, 222–24Friedland, Roger, 68Friedman, Ray, 206, 252Friendster, 38Frimer, Jeremy, 156Frink, John, 86Fritz, Heidi, 177Furst, Stacie, 187
GGalak, Jeff, 231Galinsky, Adam, 197Garbinsky, Emily, 183Garcia, Ryan, 267Gardner, Wendi, 179Gasol, Paul, 123Gates, Bill, 157Geller, Jasonas balanced giver, 188–89generous tit for tat by, 200otherish approach by, 214sincerity screening by, 194Gender inequality, glass ceiling, 201–3, 203–4nGenerous tit for tat, 198–201Genesys Wealth Advisers, 20Geniuses, versus genius makers, 63George, Bill, 168GetRaised, 265Gift giving, and perspective gap, 89–90Giftivism, 266Gill, Brendan, 68, 69Gino, Francesca, 89, 147–48Giver profilesAbraham Lincoln, 10–16, 199–200Adam Rifkin, 41–43, 46–50, 53–56Annie, 148-53Bill Grumbles, 135–36C. J. Skender, 96–97, 101–2, 105–8Conrey Callahan, 160–62, 165–66, 168–71, 174–78David Hornik, 1–9, 17, 23–25Derek Sorenson, 250–54Don Lane, 143–46Freecycle/Deron Beal, 217–20, 224–28, 233–39, 248George Meyer, 61–67, 73–78, 83–86, 88–93Jason Geller, 188–89, 194, 200, 214Jon Huntsman Sr., 35–37, 179–84Kildare Escoto, 137–40Lillian Bauer, 186–87, 194, 201, 208–9, 214–15Peter Audet, 18–20, 189–91, 195–98Richard Branson, 184–85Sherryann, Plesse, 22, 255Stu Inman, 108–11, 115–22, 124–25Givers, 4–26altruism, 220–24asking for help, avoiding, 176–77, 268assertiveness, lack of, 201–9burn-out myth, 165, 178–85and collaboration, 66–67, 72–78empathy trap, 195–201in engineering, 7, 58–59and escalation of commitment, 114–17examples of. See Giver profilesexpedition behavior of, 74–75in financial adviser field, 18–20genius makers as, 63giver quotient, assessing, 261interdependence versus independence, 73
in medical profession, 7, 17–18motivation of, 156–58negative traits of, 6–7, 10negotiation by, 148–50, 195–215and networking, 31, 41–58online communities for giving, 265–68own contribution, downplaying, 81–86pathological giving. See Selfless givingperspective taking, 88–91, 92–93in politics, 10–16powerless communication, 130–54productive habits of, 4–5, 8–10, 14–15, 22, 50–51, 53–56, 257–58productivity problem of, 58–59, 155, 172–73, 186–87, 210–11and pronoia, 48–50psychological safety created by, 85–86pushover effect, 189–215reconnecting over time, 46–54reluctance, reasons for, 22–23, 241–43, 254–55responsibility bias, lack of, 83–86salary, 203–4nin sales, 137–42and self-recognition, 254–58in service sector, 17–20and success, 6–10, 15–16, 156–58success, view of, 257takers becomin, 219–20, 245–49takers disguised as, 27–28, 31–39teachers as, 101–2, 106–7trusting others, 189–94in venture capital, 1–9, 17, 23–25women versus men, 203–4nin workplace, fears of, 22–23, 241–43, 254–55Gladwell, Malcolm, 104, 191Glass ceiling, 201–3, 203–4nGlomb, Theresa, 75Goethe, Johann Wolfgang von, 94Go-Giver Community, 267Goldner, Fred, 48Gollwitzer, Peter, 245Goodfellow, David, 267GOOD thirty-day challenge, 267Goodwill, and dormant ties, 51–53Goodwin, Doris Kearns, 15Google, job crafting, 262–63Gopnik, Alison, 90Gossip, as punishment, 34Granger, Chris, 123nGranovetter, Mark, 47GraphScience, 53Green Day, 46–48Greene, Robert, 21Grit, and talent development, 105–6Groening, Matt, 63Gross, Bob, 118–19Groupon, 39–40Groysberg, Boris, 71Grumbles, Bill, 135–36
HHagerty, Sean, 173–75Halbesleben, Jonathan, 177Hambrick, Donald, 35–37Handey, Jack, 72Happiness, 170–75, 183–84Hartman, Phil, 73Havlicek, John, 121Hawthorne, Christopher, 68Heevner, Howard, 162Helgeson, Vicki, 170, 177HelpOthers.org, 266Hill, Barton, 146–47Hoffman, Reid, 31, 41n, 45, 49, 82Hofmann, Dave, 147–48Hollander, Edwin, 76Holmes, John Andrew, 61Homer, Mike, 192–93HopeMob, 266Hornik, Davidblog of, 23–24as giver, 1–9, 17, 23–25, 192The Lobby conference, 24–25Huckman, Robert, 70Huntsman, Jon, Sr., 179–84deal-making as giver, 180humanitarian giving by, 181image as giver, from annual report, 35–37on wealth-giving connection, 181–82Huntsman Cancer Center, 181 IIdentification. See also Empathyand common community, 224–28giving, internalizing by takers, 245–49name-similarity effect, 228–33optimal distinctiveness theory, 233–34Idiosyncrasy credits, and collaboration, 76Independenceas cultural symbol, 73versus interdependence, 73and takers, 69–73, 81working alone, 69–73Influencing othersand communication of givers. See Powerless communicationand takers, 130traits related to, 130Inman, Stuand escalation of commitment, 114–17talent in others, recognizing, 108–11undervalued players, giving chance to, 118–25Intelligence, investment theory of, 104Intention questions, 142, 142nInvestment theory of intelligence, 104Isaacson, Walter, 153 JJacobson, Lenore, 98–99
