Give and Take: a revolutionary Approach to Success pdfdrive com

salespeople responsible for women’s products
: Fernando Jaramillo and Douglas B. Grisaffe, “Does
Customer Orientation Impact Objective Sales Performance? Insights from a Longitudinal Model in
Direct Selling,” Journal of Personal Selling & Sales Management XXIX (2009): 167–178.
planning to vote
: Anthony G. Greenwald, Catherine G. Carnot, Rebecca Beach, and Barbara Young,
“Increasing Voting Behavior by Asking 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 Persuasion Attempts,” Journal of Consumer Research 21 (1994): 1–31; Jack Brehm, A

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Theory of Psychological Reactance (New York: Academic Press, 1966); and John Biondo and A. P.
MacDonald Jr., “Internal-External Locus of Control and Response to Influence 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’ Intention Questions 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 on Status 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 on Consumer Involvement
and Persuasion,” Journal of Consumer Research 36 (2010): 1033–1049.