Дэниель Пинк - Человеку свойственно продавать. Удивительная правда о том, как побуждать других к действию
108
J. W. Getzels, “Problem Finding: A Theoretical Note,” Cognitive Science 3 (1979): 167–72.
109
См., напр., Herbert A. Simon, “Creativity and Motivation: A Response to Csikszentmihalyi,” New Ideas in Psychology 6 (1989): 177–81; Stéphanie Z. Dudek and Rémi Cote, “Problem Finding Revisited,” in Mark A. Runco, ed., Problem Finding, Problem Solving, and Creativity (Norwood, NJ: Ablex, 1994).
110
The Conference Board, Ready to Innovate: Are Educators and Executives Aligned on the Creative Readiness of the U. S. Workforce? Research Report R-1424–08-RR (October 2008), доступно на http://www.artsusa.org/pdf/information_services/research/policy_roundtable/readytoinnovatefull.pdf
111
Robert B. Cialdini, Influence: Science and Practice, 5th ed. (Boston: Allyn & Bacon, 2009), 12–16.
112
В качестве хорошего введения в тему см.: Daniel Kahneman and Amos Tversky, “The Framing of Decisions and the Psychology of Choice,” Science 211 (1981): 453–58; Daniel Kahneman and Amos Tversky, “Rational Choice and the Framing of Decisions,” in Robin M. Hogarth and Melvin W. Reder, eds., Rational Choice: The Contrast Between Economics and Psychology (Chicago: University of Chicago Press, 1987); Erving Goffman, Frame Analysis: An Essay on the Organization of Experience (Cambridge MA: Harvard University Press, 1974).
113
Sheena S. Iyengar and Mark R. Lepper, “When Choice Is Demotivating: Can One Desire Too Much of a Good Thing?” Journal of Personality and Social Psychology 79 (2000): 995–1006.
114
Aaron R. Brough and Alexander Chernev, “When Opposites Detract: Categorical Reasoning and Subtractive Valuations of Product Combinations,” Journal of Consumer Research 39 (August 2012): 1–16, 13.
115
Leaf Van Boven and Thomas Gilovich, “To Do or to Have? That Is the Question,” Journal of Personality and Social Psychology 85 (2003): 1193–1202, 1194.
116
Ibid.
117
Varda Liberman, Steven M. Samuels, and Lee Ross, “The Name of the Game: Predictive Power of Reputations Versus Situational Labels in Determining Prisoner’s Dilemma Game Moves,” Personality and Social Psychology Bulletin 30 (September 2004): 1175–85.
118
Danit Ein-Gar, Baba Shiv, and Zakary L. Tormala, “When Blemishing Leads to Blossoming: The Positive Effect of Negative Information,” Journal of Consumer Research 38 (2012): 846–59.
119
Zakary Tormala, Jayson Jia, and Michael Norton, “The Preference for Potential,” Journal of Personality and Social Psychology 103 (October 2012): 567–83.
120
Это объяснение основано на отчете в книге: Lee Ross and Richard E. Nisbett, The Person and the Situation (London: Pinter & Martin, 2011), 132–33.
121
Рассказы об Отисе и его изобретении см. в Spencer Klaw, “All Safe, Gentlemen, All Safe!” American Heritage 29, no. 5 (August – September 1978); PBS Online, “Who Made America?”, доступно на http://www.pbs.org/wgbh/theymadeamerica/whomade/otis_hi.html; Otis Worldwide, “About Elevators,” на http://www.otisworldwide.com/pdf/AboutElevators.pdf
122
Kimberly D. Elsbach and Roderick M. Kramer, “Assessing Creativity in Hollywood Pitch Meetings: Evidence for a Dual-Process Model of Creativity Judgments,” Academy of Management Journal 46, no. 3 (June 2003): 283–301.
123
Ibid., 294.
124
Kimberly D. Elsbach, “How to Pitch a Brilliant Idea,” Harvard Business Review 81, no. 9 (September 2003): 117–23.
125
Elsbach and Kramer, “Assessing Creativity in Hollywood Pitch Meetings,” 296.
126
“Wordy Goods,” Economist, August 22, 2012, доступно на http://www.economist.com/blogs/graphicdetail/2012/08/daily-chart-5
127
Maurice Saatchi, “The Strange Death of Modern Advertising,” Financial Times, June 22, 2006.
128
Ibid.
129
Robert E. Burnkrant and Daniel J. Howard, “Effects of the Use of Introductory Rhetorical Questions Versus Statements on Information Processing,” Journal of Personality and Social Psychology 47, no. 6 (December 1984): 1218–30. Похожие результаты см. в: Richard E. Petty, John T. Cacioppo, and Martin Heesacker, “Effects of Rhetorical Questions on Persuasion: A Cognitive Response Analysis,” Journal of Personality and Social Psychology 40, no. 3 (March 1981): 432–40. О роли задающего вопросы см.: Rohini Ahluwalia and Robert E. Burnkrant, “Answering Questions About Questions: A Persuasion Knowledge Perspective for Understanding the Effects of Rhetorical Questions,” Journal of Consumer Research 31 (June 2004 г.): 26–42.
130
Burnkrant and Howard, “Effects of the Use of Introductory Rhetorical Questions,” 1224.
131
“CNN Poll: Are You Better Off Than Four Years Ago?” CNN.com, September 13, 2012, доступно на http://bit.ly/OKlUAy.
132
Matthew S. McGlone and Jessica Toighbakhsh, “Birds of a Feather Flock Conjointly (?): Rhyme as Reason in Aphorisms,” Psychological Science 11, no. 5 (September 2000 г.): 424–28.
133
Ibid.
134
Nicolas Ducheneaut and Victoria Bellotti, “E-mail as Habitat: An Exploration of Embedded Personal Information Management,” ACM Interactions 8, no. 5 (September – October 2001): 30–38.
135
Jaclyn Wainer, Laura Dabbish, and Robert Kraut, “Should I Open This Email? Inbox-Level Cues, Curiosity, and Attention to Email,” Proceedings of the 2011. Ежегодная конференция о человеческом факторе в компьютерных системах, 7–12 мая 2011 г., Ванкувер, Британская Колумбия, доступно на http://kraut.hciresearch.org/sites/kraut.hciresearch.org/iles/articles/Dabbish11-EmailCuriosity.pdf
136
И снова здесь будет полезна примечательная работа Эдварда Диси и Ричарда Райана. Обзор их исследований см. в их публикации (http://selfdeterminationtheory.org/browse-publications) или в моей книге: Daniel H. Pink, Drive: The Surprising Truth About What Motivates Us (New York: Riverhead Books, 2009).
137
Brian Clark, “The Three Key Elements of Irresistible Email Subject Lines,” Copyblogger, August 26, 2010, доступно на http://www.copyblogger.com/email-subject-lines/
138
Melissa Korn, “Tweets, Plays Well w/Others: A Perfect M. B.A. Candidate,” Wall Street Journal, September 1, 2011; Ian Wylie, “Learning the Game of Social Media,” Financial Times, September 5, 2011.
139
Sarah Perez, “Twitpitch: The Elevator Pitch Hits Twitter,” ReadWriteWeb, April 18, 2008 г., доступно на http://www.readwriteweb.com/archives/twitpitch_the_elevator_pitch_hits_twitter.php
140
Paul André, Michael S. Bernstein, and Kurt Luther, “Who Gives a Tweet?: Evaluating Microblog Content Value,” работа была представлена на Конференции по компьютерной поддержке совместной работы, проводившейся Ассоциацией вычислительной техники 11–15 февраля 2012 г. в Сиэтле, штат Вашингтон, доступно на http://www.cs.cmu.edu/~pandre/pubs/whogivesatweet-cscw2012.pdf
141
Ibid. Я исключил категорию «Разговор», в которой пользователи Twitter обнародуют свое общение с другими, так как эта категория имеет меньше отношения к питчингу.
142
André, Bernstein, and Luther, “Who Gives a Tweet?” См. рис. 1 и табл. 1.
143
“Pixar Movies at the Box Office,” Box Office Mojo, доступно на http://boxoficemojo.com/franchises/chart/?id=pixar.htm
144
“Pixar Story Rules (One Version),” Pixar Touch Blog, May 15, 2011 г., доступно на http://www.pixartouchbook.com/blog/2011/5/15/pixar-story-rules-one-version.html
145
См., напр., Jonathan Gottschall, The Storytelling Animal: How Stories Make Us Human (New York: Houghton Mifl in Harcourt, 2012), and Peter Guber, Tell to Win: Connect, Persuade, and Triumph with the Hidden Power of Story (New York: Crown Business, 2011).
