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11. Christopher Byron, The Fanciest Dive (New York: W.W. Norton, 1986).

472 Примечание

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).

38. Ibid., 96-97.

39. Anat Rafaeli and Robert I. Sutton, “The Expression of Emotion in Organizational Life”, Research in Organizational Behavior, ed. Barry M. Staw, vol. 11 (Greenwich, CT; JAI Press, 1989), 15-16.

40. Robert I. Sutton and Anat Rafaeli, “Untangling the Relationship Between Displayed Emotions and Organizational Sales: The Case of Convenience Stores”, Academy of Management Journal 31 (1988): 465.

41. Anat Rafaeli and Robert I. Sutton, “Expression of Emotion as Part of the Work Role”, Academy of Management Review 12 (1987): 23-37.

42. R.O. Arther and R.R. Caputo, Interrogation for Investigators (New York: William C. Copp and Associates, 1959), 75-76.

43. K.L. Tidd and J.S. Lockard, “Monetary Significance of the Affiliative Smile”, Bulletin of the Psychonomic Society 11 (1978): 344-346.

44. Robert I. Sutton, “Maintaining Organizational Norms About Expressed Emotions: The Case of Bill Collectors”, Administrative Science Quarterly 36(1991): 245-268.

45. Anat Rafaeli and Robert I. Sutton, “Emotional Contrast Strategies as Means of Social Influence: Lessons from Criminal Interrogators and Bill Collectors”, Academy of Management Journal (in press).

46. Rafaeli and Sutton, “Expression of Emotion”, 31.

474 Примечание

1. Thomas С. Schelling, The Strategy of Conflict (New York: Oxford University Press, 1963).

2. Peter W. Bernstein, “Upheaval at Bendix”, Fortune (November 1,

1980): 48-56.

3. Ibid., 52-53.

4. Hugh D. Menzies, “The Boardroom Battle at Bendix”, Fortune (January 11,1982): 56.

5. Ibid., 60.

6. Ibid., 62.

7. Ibid.

8. Horwitch, “Managing the U.S. Supersonic Transport Program (A)”, 678-949. Boston: Harvard Business School, 1977.

9. Robert A. Caro, The Power Broker: Robert Moses and the Fall of New York (New York: Random House, 1974), 203.

10. Aaron Bernstein, Grounded: Frank Lorenzo and the Destruction of Eastern Airlines (New York: Simon and Schuster, 1990), 84-85.

11. Barry Schwartz, “Waiting, Exchange, and Power: The Distribution of Time in Social Systems”, American Journal of Sociology 79 (1974): 843-844.

12. Ibid., 844.

13. Ibid., 857.

14. Ibid., 859.

15. Bryan Burrough and John Helyar, Barbarians at the Gate: The Fall of RJR Nabisco (New York: Harper and Row, 1990), 24.

16. Chicago Daily News (December 27, 1972): 4.

17. Seymour M. Hersh, The Price of Power: Kissinger in the Nixon White House (New York: Summit Books, 1983), 44.

18.,Journal of the House, Alabama State Legislature (1977): 2698.

19. Bernstein, Grounded, 42.

20. Gerald R. Salancik, “Commitment and the Control of Organizational Behavior and Belief’, New Directions in Organizational Behavior, eds.

Примечание 475

Barry М. Staw and Gerald R. Salancik (Chicago: St. Clair Press, 1977), 1-54.

21. Peter Bachrach and Morton S. Baratz, “Two Faces of Power”, American Political Science Review 56 (1962): 947-952.