Убедили! Как заявить о своей компетентности и расположить к себе окружающих - Джек Нэшер
Шрифт:
Интервал:
Turner, J. C. (1991). Social infuence. Pacifc Grove, CA: Brooks/Cole.
Turner, J. C. & Oakes, P. J. (1989). Self-categorization theory and social infuence. In: P. B. Paulus (Ed.), Psychology of group infuence (p. 233–275). Hillsdale, NJ: Erlbaum.
Tversky, A. & Kahneman, D. (1991). Loss aversion in riskless choice: A reference dependent model. Quarterly Journal of Economics, 106, 1039– 1061.
Ulmer, R. R., Sellnow, T. L. & Seeger, M. W. (2007). Effective Crisis Communication: Moving From Crisis to Opportunity. Thousand Oaks, CA: Sage.
Ury, W. (2008). The power of a positive no: Save the deal, save the relationship –and still say no. New York: Random House.
Uzzi, B., Lancaster, R. & Dunlap, S. (2007). Your client relationships and reputation: Weighing the worth of social ties: Embeddedness and the price of legal services in the large law frm market. In: L. Empson (Ed.), Managing the modern law frm (p. 91–116). Oxford: Oxford University Press.
Van Iddekinge, C. H., McFarland, L. A. & Raymark, P. H. (2007). Antecedents of impression management use and effectiveness in a structured interview. Journal of Management, 33, 752–773.
Van Kleef, G. A., Homan, A. C., Finkenauer, C., Gundemir, S. & Stamkou, E. (2011). Breaking the rules to rise to power: How norm violators gain power in the eyes of others. Social Psychological and Personality Science, 2 (5), 500– 507.
Van Vugt, M., Hogan, R. & Kaiser, R. B. (2008). Leadership, followership, and evolution: Some lessons from the past. American Psychologist, 63 (3), 182– 196.
Varma, A., Toh, S. & Pichler, S. (2006). Ingratiation in job applications: Impact on selection decisions. Journal of Managerial Psychology, 21 (3), 200–210.
Verhulst, B., Lodge, M. & Lavine, H. (2010). The attractiveness halo: Why some candidates are perceived more favorably than others. Journal of Nonverbal Behavior, 34 (2), 111–117.
Vogler, C. (1998). The Writer's Journey: Mythic Structure Fo r Writers. Studio City, CA: Michael Wiese Productions.
Vonk, R. (1999). Impression formation and impression management: Motives, traits and likeability inferred from self-promoting and self-deprecating behavior. Social Cognition, 17, 390–412.
Vrij, A. (2008). Detecting lies and deceit: Pitfalls and opportunities. Chichester, UK: John C. Wiley.
Waber, R. L., Shiv, B., Carmon, Z. & Ariely, D. (2008). Commercial features of placebo and therapeutic effcacy. JAMA: Journal of the American Medical Association, 299, 1016–1017.
Wahrman, R. & Pugh, M. D. (1972). Competence and conformity: Another look at Hollander's study. Sociometry, 35, 376–386.
Waldmann, D. A., Ramirez, G. G., House, R. J. & Puranam, P. (2001). Does leadership matter? CEO leadership attributes and proftability under conditions of perceived environmental uncertainty. Academy of Management Journal, 44, 134–143.
Waller, D. & Younger, R. (2017). The reputation game: The art of changing how people see you. London: One World.
Walster, E., Aronson, V., Abrahams, D. & Rottmann, L. (1966). Importance of physical attractiveness in dating behavior. Journal of Personality and Social Psychology, 4, 508–516.
Walther, G. (1996). Sag, was du meinst, und du bekommst, was du willst. Düsseldorf, Germany: Econ.
Warr, P. B. & Knapper, C. (1968). The perception of people and events. New York: Wiley.
Watson, O. (1972). Proxemic behaviours: Cross-cultural study. The Hague: Mouton.
Watson, O. & Graves, T. (1966). Quantitative research in proxemic behavior. American Anthropologist, 68, 971–985.
Wayne, S. J. & Ferris, G. R. (1990). Infuence tactics, affect, and exchange quality in supervisor-subordinate interactions: A laboratory experiment and feld study. Journal of Applied Psychology, 75, 487–499.
Wayne, S. J. & Kacmar, K. (1991). The effects of impression management on the performance appraisal process. Organizational Behavior and Human Decision Processes, 48 (1), 70–88.
Wayne, S. J. & Liden, R. (1995). Effects of impression management on performance ratings: A longitudinal study. Academy of Management Journal, 38 (1), 232–260.
Webster, M. & Driskell, J. E. (1978). Status generalizations: A review and some new data. American Sociological Review, 43, 220–236.
Weibel, D., Wissmath, B. & Groner, R. (2008). How gender and age affect newscasters' credibility: An investigation in Switzerland. Journal of Broadcasting & Electronic Media, 52 (3), 466–484.
Weiner, B. (1986). An attributional theory of motivation and emotion. New York: Springer.
Weingarten, G. (2007, April 8). Pearls before breakfast: Can one of the nation's great musicians cut through the fog of a D. C. rush hour? Washington Post. Retrieved from https://www.washingtonpost.com/lifestyle/magazine/pearls-before-breakfast- can-one-of-the-nations-great-musicians-cut-through-the-fog-of-a-dc-rush- hour-lets-find-out/2014/09/23/8a6d46da-4331-11e4-b47c- f5889e061e5f_story.html
Weinraub, B. (2000). The George Clooney Interview. Playboy (US edition), 47 (7), 67–74.
Wertheimer, M. (1923). Untersuchungen zur Lehre von der Gestalt II. Psychologische Forschung, Vol. 4, 301–350.
Wheeler, M. A. & Nelson, D. (2003, February). Nonverbal communication in negotiation. Harvard Business School Background Note 903–081 (Revised September 2009).
White, G., Fishbein, S. & Rutstein, J. (1981). Passionate love and the misattribution of arousal. Journal of Personality and Social Psychology, 41 (1), 56–62.
Wilcox, S. (1997). Age and gender in relation to body attitudes: Is there a double standard of aging? Psychology of Women Quarterly, 21, 549–565. Wilkinson, A. (1965). Spoken English. Educational Review, Supplement, 17 (2), 2.
Williams, R. G. & Ware, J. E. (1976). Validity of student ratings of instruction under different incentive conditions: A further study of the Dr. Fox Effect. Journal of Educational Psychology, 68, 48–56.
Williams, W. M. & Ceci, S. J. (1997). How'm I doing? Change, 29, 13–24.
Willis, F. & Hamm, H. (1980). The use of interpersonal touch in securing compliance. Journal of Nonverbal Behavior, 5 (1), 49–55.
Поделиться книгой в соц сетях:
Обратите внимание, что комментарий должен быть не короче 20 символов. Покажите уважение к себе и другим пользователям!