Galinsky, “Turn Your Adversary into Your Advocate,” Negotiation (2007): 4–6.
effective ways to influence: Gary Yukl and J. Bruce Tracey, “Consequences of Influence Tactics Used with Subordinates, Peers, and
the Boss,” Journal of Applied Psychology 77 (1992): 525–535; and Gary Yukl, Helen Kim, and Cecilia M. Falbe, “Antecedents
of Influence Outcomes,” Journal of Applied Psychology 81 (1996): 309–317.
Board seats: Ithai Stern and James D. Westphal, “Stealthy Footsteps to the Boardroom: Executives’ Backgrounds, Sophisticated
Interpersonal Influence Behavior, and Board Appointments,” Administrative Science Quarterly 55 (2010): 278–319.
regularly seek advice and help: Arie Nadler, Shmuel Ellis, and Iris Bar, “To Seek or Not to Seek: The Relationship between Help
Seeking and Job Performance Evaluations as Moderated by Task-Relevant Expertise,” Journal of Applied Social Psychology
33 (2003): 91–109.
“As a favor to me”: Jon Jecker and David Landy, “Liking a Person as a Function of Doing Him a Favour,” Human Relations 22
(1969): 371–378.
“He that has once done you a kindness”: Benjamin Franklin, The Autobiography of Benjamin Franklin (New York: Dover,
1868/1996), 80.
“fundamental rule for winning friends”: Walter Isaacson, “Poor Richard’s Flattery,” New York Times, July 14, 2003.
Chapter 6: The Art of Motivation Maintenance
Opening quote: Herbert Simon, “Altruism and Economics,” American Economic Review 83 (1993): 157.
what motivates highly successful givers: Jeremy A. Frimer, Lawrence J. Walker, William L. Dunlop, Brenda H. Lee, and Amanda
Riches, “The Integration of Agency and Communion in Moral Personality: Evidence of Enlightened Self-Interest,” Journal of
Personality and Social Psychology 101 (2011): 149–163.
pathological altruism: Barbara Oakley, Ariel Knafo, and Michael McGrath, eds., Pathological Altruism (New York: Oxford
University Press, 2011).
“failing to study”: Vicki S. Helgeson and Heidi L. Fritz, “The Implications of Unmitigated Agency and Unmitigated Communion for
Domains of Problem Behavior,” Journal of Personality 68 (2000): 1031-1057.
completely independent motivations: Adam M. Grant and David M. Mayer, “Good Soldiers and Good Actors: Prosocial and
Impression Management Motives as Interactive Predictors of Affiliative Citizenship Behaviors,” Journal of Applied
Psychology 94 (2009): 900–912; Adam M. Grant and James Berry, “The Necessity of Others Is the Mother of Invention:
Intrinsic and Prosocial Motivations, Perspective-Taking, and Creativity,” Academy of Management Journal 54 (2011): 73–96;
and Carsten K. W. De Dreu and Aukje Nauta, “Self-Interest and Other-Orientation in Organizational Behavior: Implications for
Job Performance, Prosocial Behavior, and Personal Initiative,” Journal of Applied Psychology 94 (2009): 913–926.
“two great forces of human nature”: Bill Gates, “Creative Capitalism,” World Economic Forum, January 24, 2008.
Overbrook: Steve Volk, “Top 10 Drug Corners,” Philadelphia Weekly, May 2, 2007, and Ledyard King, “Program to Identify Most
Dangerous Schools Misses Mark,” USA Today, January 18, 2007.
Conrey Callahan: Personal interview (January 26, 2012).
job burnout: Christina Maslach, Wilmar Schaufeli, and Michael Leiter, “Job Burnout,” Annual Review of Psychology 52 (2001): 397–
422.
call center: Adam M. Grant, Elizabeth M. Campbell, Grace Chen, Keenan Cottone, David Lapedis, and Karen Lee, “Impact and the
Art of Motivation Maintenance: The Effects of Contact with Beneficiaries on Persistence Behavior,” Organizational Behavior
and Human Decision Processes 103 (2007): 53–67; Adam M. Grant, “The Significance of Task Significance: Job Performance
Effects, Relational Mechanisms, and Boundary Conditions,” Journal of Applied Psychology 93 (2008): 108–124; Adam M.
Grant, “Employees Without a Cause: The Motivational Effects of Prosocial Impact in Public Service,” International Public
Management Journal 11 (2008): 48–66; and Adam M. Grant and Francesca Gino, “A Little Thanks Goes a Long Way:
Explaining Why Gratitude Expressions Motivate Prosocial Behavior,” Journal of Personality and Social Psychology 98
(2010): 946–955.
compassion fatigue: Olga Klimecki and Tania Singer, “Empathic Distress Fatigue Rather Than Compassion Fatigue? Integrating
Findings from Empathy Research in Psychology and Social Neuroscience,” in Pathological Altruism, ed. Barbara Oakley et al.
(New York: Oxford University Press, 2011), 368–384; and Richard Shultz et al., “Patient Suffering and Caregiver Compassion:
New Opportunities for Research, Practice, and Policy,” Gerontologist 47 (2007): 4–13.
outsourcing inspiration: Adam M. Grant and David A. Hofmann, “Outsourcing Inspiration: The Performance Effects of Ideological
Messages from Leaders and Beneficiaries,” Organizational Behavior and Human Decision Processes 116 (2011): 173–187.
buffer against stress: Adam M. Grant and Elizabeth M. Campbell, “Doing Good, Doing Harm, Being Well and Burning Out: The
Interactions of Perceived Prosocial and Antisocial Impact in Service Work,” Journal of Occupational and Organizational
Psychology 80 (2007): 665–691; Adam M. Grant and Sabine Sonnentag, “Doing Good Buffers Against Feeling Bad: Prosocial
Impact Compensates for Negative Task and Self-Evaluations,” Organizational Behavior and Human Decision Processes 111
(2010): 13–22.
radiologists: Yehonatan Turner, Shuli Silberman, Sandor Joffe, and Irith Hadas-Halpern, “The Effect of Adding a Patient’s Photograph