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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.