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Nicolas Guéguen, “Courtship Compliance: The Effect of Touch on Women’s Behavior,” Social Influence 2, no. 2 (2007): 81–97.

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Frank N. Willis and Helen K. Hamm, “The Use of Interpersonal Touch in Securing Compliance,” Journal of Nonverbal Behavior 5, no. 5 (September 1980): 49–55.

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Damien Erceau and Nicolas Guéguen, “Tactile Contact and Evaluation of the Toucher,” Journal of Social Psychology 147, no. 4 (August 2007): 441–44.

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См. также Liam C. Kavanagh, Christopher L. Suhler, Patricia S. Churchland, and Piotr Winkielman, “When It’s an Error to Mirror: The Surprising Reputational Costs of Mimicry,” Psychological Science 22, no. 10 (October 2011): 1274–76.

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Daniel Kahneman, Ed Diener, and Norbert Schwarz, eds., Well-Being: The Foundations of Hedonic Psychology (New York: Russell Sage Foundation, 1999), 218.

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P. T. Costa Jr. and R. R. McCrae, NEO PI-R Professional Manual (Odessa, FL: Psychological Assessment Resources, Inc., 1992), 15; Susan Cain, Quiet: The Power of Introverts in a World That Can’t Stop Talking (New York: Crown, 2012).

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См., напр., Table 1 in Wendy S. Dunn, Michael K. Mount, Murray R. Barrick, and Deniz S. Ones, “Relative Importance of Personality and General Mental Ability in Managers’ Judgments of Applicant Qualiications,” Journal of Applied Psychology 80, no. 4 (August 1995): 500–509.

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Adrian Furnham and Carl Fudge, “The Five Factor Model of Personality and Sales Performance,” Journal of Individual Differences 29, no. 1 (January 2008): 11–16; Murray R. Barrick, Michael K. Mount, and Judy P. Strauss, “Conscientiousness and Performance of Sales Representatives: Test of the Mediating Effects of Goal Setting,” Journal of Applied Psychology 78, no. 5 (October 1993): 715–22 (выделение добавлено автором).

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Murray R. Barrick, Michael K. Mount, and Timothy A. Judge, “Personality and Performance at the Beginning of the New Millennium: What Do We Know and Where Do We Go Next?” International Journal of Selection and Assessment 9, nos. 1–2 (March – June 2001): 9–30.

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См., напр., Adam M. Grant, Francesca Gino, and David A. Hofmann, “Reversing the Extraverted Leadership Advantage: The Role of Employee Proactivity,” Academy of Management Journal 54, no. 3 (June 2011): 528–50.

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Adam M. Grant, “Rethinking the Extraverted Sales Ideal: The Ambivert Advantage,” Psychological Science (готовится к выпуску, 2013 г.).

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H. J. Eysenck, Readings in Extraversion and Introversion: Bearings on Basic Psychological Processes (New York: Staples Press, 1971).

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Grant, “Rethinking the Extraverted Sales Ideal.”

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Ibid.

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Steve W. Martin, “Seven Personality Traits of Top Salespeople,” HBR Blog Network, June 27, 2011, доступно на ; Lynette J. Ryals and Iain Davies, “Do You Really Know Who Your Best Salespeople Are?” Harvard Business Review, December 2010.

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Nate Boaz, John Murnane, and Kevin Nuffer, “The Basics of Business-to-Business Sales Success,” McKinsey Quarterly (May 2010).