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Daryl J. Bern, «Self-Perception Th eory», Advances in Experimental Social Psychology, ed. Leonard Berkowitz, vol. 6 (New York: Academic Press, 1972), 1–62.

E. Aronson and J. Mills, «Th e Eff ect of Severity of Initiation on Liking for a Group», Journal of Abnormal and Social Psychology 59 (1959): 177.

John W. Gardner, On Leadership (New York: Free Press, 1990).

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.

Steven Bach, Final Cut: Dreams and Disaster in the Making of Heaven’s Gate (New York: William Morrow, 1985), 181.

Ibid., 187. 11. Ibid., 189.

Ibid., 191.

Ibid., 192.

Ibid., 196.

Tracy Kidder, Soul of a New Machine (Boston: Atlantic-Little, Brown, 1981), 65–66.

Christopher Matthews, Hardball: How Politics Is Played — Told By One Who Knows Th e Game (New York: Summit Books, 1988), 60.

Ibid., 62–63.

Aaron Bernstein, Grounded: Frank Lorenzo and the Destruction of Eastern Airlines (New York: Simon and Schuster, 1990), 133.

Ibid., 134.

Ibid., 136.

Ibid., 137.

Jack W. Brehm, A Th eory of Psychological Reactance (New York: Academic Press, 1966).

Cialdini, Infl uence: Science and Practice, 232.

Ibid.

Frank Rose, West of Eden: Th e End of Innocence at Apple Computer (New York: Viking Penguin, 1989), 78.

David Halberstam, Th e Best and the Brightest (New York: Random House, 1972), 78.

Ibid., 410.

Ibid., 245.

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Leon Festinger, «A Th eory of Social Comparison Processes», Human Relations 7 (1954): 117–140.

Ellen Berscheid and Elaine Hatfi eld 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.

Robert B. Cialdini, Infl uence: Science and Practice, zd ed. (Glenview IL:

Scott, Foresman, 1988), 112.

Ibid., 123.

Bibb Latane and John M. Darley, Group Inhibition of Bystander Intervention in Emergencies, Journal of Personality and Social Psychology 10 (1968): 215–221.

Joseph B. White and Gregory A. Patterson, «GM Begins Quest to Win Back Consumer Confi dence», Th e Wall Street Journal (May 4, 1990): B1

Robert P. Gandossy, Bad Business: Th e OPM Scandal and the Seduction of the Establishment (New York: Basic Books, 1985), 11.

lbid., 12–13.

Steven Bach, Final Cut: Dreams and Disaster in the Making of Heaven’s Gate (New York: William Morrow, 1985).

Ibid., 76–77.

Christopher Byron, Th e Fanciest Dive (New York: W.W. Norton, 1986).

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

Ibid., 24.

Cialdini, Infl uence: Science and Practice, 157.

Frank Rose, West of Eden: Th e End of Innocence at Apple Computer (New York: Viking Penguin, 1989), 274.

Ibid., 276.

Jerry Ross and Kenneth R. Ferris, «Interpersonal Attraction and Organizational Outcomes: A Field Examination», Administrative Science Quarterly 26 (1981): 617–632.

M.G. Efran and E.WJ. Patterson, «Th e Politics of Appearance», University of Toronto, 1976.

Cialdini, Infl uence: Science and Practice, 162. Cialdini also cites P.L. Benson, S.A. Karabenic, and R.M. Lerner, «Pretty Pleases: Th e Eff ects 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.

Cialdini, Infl uence: Science and Practice.

Bryan Burrough and John Helyar, Barbarians at the Gate: Th e Fall of RJR Nabisco (New York: Harper and Row, 1990), 69.

CamiIle 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.

Robert A. Caro, Th e Power Broker: Robert Moses and the Fall of New York (New York: Random House, 1974), 454.

Ibid., 455.

Ibid., 457.

Ibid., 458.

Gandossy, Bad Business, 19.

Ibid., 26.

Laton McCartney, Friends in High Places: Th e Bechtel Story (New York: Simon and Schuster, 1988), 156.

Mark Stevens, Sudden Death: Th e Rise and Fall of E.F. Hutton (New York: Penguin, 1989), 81.

Ibid., 82–83.

Ibid., 84.

M Sherif et al., Intergroup Confl ict and Cooperation: Th e Robbers’ Cave Experiment (Norman: University of Oklahoma Institute of Intergroup Relations, 1961).

Cialdini, Infl uence: Science and Practice, 171.

Ibid., 172.

Fritz Heider, Th e Psychology of Interpersonal Relations (New York: John Wiley, 1958).

Arlie Hochschild, Th e Managed Heart (Berkeley: University of California Press, 1983).

Ibid., 96–97.

Anat Rafaeli and Robert I. Sutton, «Th e Expression of Emotion in Organizational Life», Research in Organizational Behavior, ed. Barry M. Staw, vol. 11 (Greenwich, CT; JAI Press, 1989), 15–16.

Robert I. Sutton and Anat Rafaeli, «Untangling the Relationship Between Displayed Emotions and Organizational Sales: Th e Case of Convenience Stores», Academy of Management Journal 31 (1988):465.