REFERENCES
Chapter 1: Good Returns
Opening quote: Samuel L. Clemens (aka Mark Twain), “At the Dinner to Joseph H. Choate, November 16, 1901,” in Speeches at the
Lotos Club, ed. J. Elderkin, C. S. Lord, and H. N. Fraser (New York: Lotos Club, 1911), 38.
Story of David Hornik and Danny Shader: Personal interviews with David Hornik (January 30 and March 12, 2012) and Danny
Shader (February 13, 2012).
preferences for reciprocity: Edward W. Miles, John D. Hatfield, and Richard C. Huseman, “The Equity Sensitivity Construct:
Potential Implications for Worker Performance,” Journal of Management 15 (1989): 581–588.
most people act like givers in close relationships: Margaret S. Clark and Judson Mills, “The Difference between Communal and
Exchange Relationships: What It Is and Is Not,” Personality and Social Psychology Bulletin 19 (1993): 684–691.
people engage in a mix of giving, taking, and matching: Alan P. Fiske, Structures of Social Life: The Four Elementary Forms of
Human Relations (New York: Free Press, 1991).
world of engineering: Francis J. Flynn, “How Much Should I Give and How Often? The Effects of Generosity and Frequency of
Favor Exchange on Social Status and Productivity,” Academy of Management Journal 46 (2003): 539–553.
medical students in Belgium: Filip Lievens, Deniz S. Ones, and Stephan Dilchert, “Personality Scale Validities Increase Throughout
Medical School,” Journal of Applied Psychology 94 (2009): 1514–1535.
salespeople in North Carolina: Adam M. Grant and Dane Barnes, “Predicting Sales Revenue” (working paper, 2011).
givers earn 14 percent less money: Timothy A. Judge, Beth A. Livingston, and Charlice Hurst, “Do Nice Guys—and Gals—Really
Finish Last? The Joint Effects of Sex and Agreeableness on Income,” Journal of Personality and Social Psychology 102
(2012): 390–407.
twice the risk of becoming victims of crimes: Robert J. Homant, “Risky Altruism as a Predictor of Criminal Victimization,” Criminal
Justice and Behavior 37 (2010): 1195–1216.
judged as 22 percent less powerful and dominant: Nir Halevy, Eileen Y. Chou, Taya R. Cohen, and Robert W. Livingston, “Status
Conferral in Intergroup Social Dilemmas: Behavioral Antecedents and Consequences of Prestige and Dominance,” Journal of
Personality and Social Psychology 102 (2012): 351–366.
envy successful takers: Eugene Kim and Theresa M. Glomb, “Get Smarty Pants: Cognitive Ability, Personality, and Victimization,”
Journal of Applied Psychology 95 (2010): 889–901.
“It’s easier to win”: Personal interview with Randy Komisar (March 30, 2012).
“Politics”: Bill Clinton, Giving: How Each of Us Can Change the World (New York: Random House, 2007), ix.
My account of Abraham Lincoln’s rise is based primarily on the riveting book by Doris Kearns Goodwin, Team of Rivals:
The Political Genius of Abraham Lincoln (New York: Simon & Schuster, 2006).
more popular than any other politician: Max J. Skidmore, Presidential Performance: A Comprehensive Review (Jefferson, NC:
McFarland & Co., 2004).
experts in history, political science, and psychology rated the presidents: Steven J. Rubenzer and Thomas R. Faschingbauer,
Personality, Character, and Leadership in the White House: Psychologists Assess the Presidents (Dulles, VA: Brassey’s,
2004), 223.
“valuable in a marathon”: Personal interview with Chip Conley (February 24, 2012).
“no longer have to choose”: Personal interview with Bobbi Silten (February 9, 2012).
companies regularly use teams: Paul Osterman, “Work Reorganization in an Era of Restructuring: Trends in Diffusion and Effects on
Employee Welfare,” Industrial and Labor Relations Review 53 (2000): 179–196; and Duncan Gallie, Ying Zhou, Alan Felstead,
and Francis Green, “Teamwork, Skill Development and Employee Welfare,” British Journal of Industrial Relations 50 (2012):
23–46.