Works Cited

Chapter 1. Leadership Is Influence

P. 3. Danny Meyer: Personal interview with the authors, 2011. Any reference to Danny Meyer or his restaurants is drawn from this interview unless otherwise cited.

P. 7. Rich Sheridan:a Personal interview with the authors, 2011. Any reference to Rich Sheridan or Menlo Innovations is drawn from this interview unless otherwise cited.

P. 9. Personal change: Change Anything Labs, Influencing Behavior Change survey (October 2007).

P. 9. Recidivism: Patrick Langan and David Levin, “Recidivism of Prisoners Released in 1994,” Bureau of Justice Statistics Special Report (Washington, DC: Department of Justice, Office of Justice Programs, June 2002).

Chapter 2. The Three Keys to Influence

P. 14. Guinea worm: Donald Hopkins, personal interview with the authors, May 3, 2006. Any reference to Dr. Donald Hopkins, Guinea worm disease eradication, or the Carter Center is drawn from this interview unless otherwise cited.

P. 17. Medical deaths: Don Berwick, personal interview with the authors, 2006. Any reference throughout the book to Don Berwick or his work is taken from this interview unless otherwise cited. Information is taken from a report by the National Academy of Sciences: Linda Kohn et al., To Err Is Human: Building a Safer Health System (Washington, DC: National Academies Press, 1999).

P. 19. Fundación Paraguaya: Martin Burt, personal interview with the authors, 2011. Any reference to Martin Burt or Fundación Paraguaya is drawn from this interview unless otherwise cited.

P. 23. Soviet Union: Marshall Goldman, U.S.S.R. in Crisis: The Failure of an Economic System (New York: Norton, 1983), p. 32.

P. 24. U.S. Army sexual assault statistics: Lt. General Tom Bostick, personal interview with the authors, 2012. Information is taken from Fiscal Year 2011 Annual Report on Sexual Assault in the Military (Washington, DC: Department of Defense, 2012).

P. 26. YMCA pools: Kevin Trapani of Redwoods Insurance Group, personal interview with the authors, October 2006.

P. 29. KIPP Schools: David Levin and Mike Feinberg, personal interview with the authors, 2006. Information is taken from the KIPP College Completion Report 2011 found at http://www.kipp.org/files/dmfile/ExecutiveSummary.pdf.

Chapter 3. Find Vital Behaviors

P. 36. King’s birthday present: Praphan Phanunphack, interview with authors, 2006. Dr. Phanumphack is the director of the Red Cross AIDS Research Center in Thailand.

P. 37. AIDS statistics: Anupong Chitwarakorn and Jai P. Narain, eds., “HIV/AIDS and Sexually Transmitted Infections in Thailand: Lessons Learned and Future Challenges,” AIDS in Asia: The Challenge Continues (New Delhi, India: Sage Publications, 2004).

P. 37. Five million cases: Reported by Prime Minister Shinawatra in his opening speech at the 15th International AIDS Conference, Bangkok, Thailand, July 11, 2004.

P. 37. Wiwat Rojanapithayakorn: Personal interview with the authors, 2006. Any reference to Dr. Wiwat or the 100% Condom Campaign in Thailand is drawn from this interview unless otherwise cited.

P. 38. Number of sex workers: K. Archavanitkul, “What Is the Number of Child Prostitutes in Thailand?” Warasan Prachakon Lae Sangkhom, 7 (1999): 1-9.

P. 40. Mimi Silbert: Personal interview with the authors, 2005. Any reference to Mimi Silbert or the Delancey Foundation is drawn from this interview unless otherwise cited.

P. 40. Delancey statistics: Ibid. Further discussion can be found at http://www.delanceystreetfoundation.org/accomplish.php.

P. 40. Anonymous attendee of Delancey Street. Personal interview with the authors, 2005.

P. 45. Relationship failure: Howard J. Markman, Scott M. Stanley, and Susan L. Blumberg, Fighting for Your Marriage (San Francisco: Jossey-Bass, 2001), p. 18.

P. 45. Divorce prediction: Howard Markman, personal interview with the authors, 2006. Any reference throughout the book to Howard Markman and his work is drawn from this interview unless otherwise cited.

P. 47. Relaxation training with alcoholics: Albert Bandura, personal interview with the authors, 2006. Any reference throughout the book to Albert Bandura and his work is drawn from this interview unless otherwise cited.

P. 48. Success during first year in college: University’s personal interview with the authors, 2010.

P. 57. Spectrum Health Grand Rapids statistics: These results can be found in the VitalSmarts case study documenting the research conducted by Spectrum Health. The case study can be found here: http://www.vitalsmarts.com/casestudies/spectrum-health/.

P. 60. Ethna Reid: Personal interview with the authors, 2006. Any reference throughout the book to Ethna Reid or her work is taken from this interview unless otherwise cited.

Chapter 4. Help Them Love What They Hate: Personal Motivation

P. 79. Terri: Mimi Silbert, personal interview with the authors. Dr. Silbert told many stories of individuals who go through experiences similar to that of the fictionalized story of Terri.

P. 83. Fundamental attribution error: Lee Ross, “The Intuitive Psychologist and His Shortcomings: Distortions in the Attribution Process,” Advances in Experimental Social Psychology Education (New York: Leonard Berkowitz Academic Press, 1977).

P. 86. Therapy length: William R. Miller and Stephen Rollnick, Motivational Interviewing (New York: Guilford Press, 2002), p. 5.

P. 86. Therapy type: Ibid., pp. 6, 7.

P. 87. Motivational interviewing results: Ibid., pp. 220, 226.

P. 88. Ralph Heath: Personal interview with the authors.

P. 89. Ginger L. Graham, “If You Want Honesty, Break Some Rules,” Harvard Business Review, April 2002, pp. 42-47.

P. 94. Daniel Gilbert, Stumbling on Happiness (New York: Knopf, 2006).

P. 98. Snake phobics: Taken from interview previously referenced. For further information, see Albert Bandura, N. Adams, and J. Beyer, “Cognitive Process Mediating Behavioral Change,” Cognitive Therapy and Research, 1 (1977): 287-310.

P. 101. To learn more about Josie’s story, see www.josieking.org.

P. 103. Twende na Wakati (story of Mkwaju): Arvind Singhal, personal interview with the authors, 2006. Any reference throughout the book to Arvind Singhal or his work is taken from this interview unless otherwise cited.

P. 105. Results of Twende na Wakati: Arvind Singhal and Everett M. Rogers, Entertainment Education: A Communication Strategy for Social Change (Mahwah, New Jersey: Lawrence Erlbaum, 1999), pp. 152-171, 131-134.

P. 106. “Maude’s Dilemma”: Ibid., pp. 16, 17.

P. 109. Mihaly Csikszentmihalyi, Flow: The Psychology of Optimal Experience (New York: Harper & Row, 1990), p. 51.

Chapter 5. Help Them Do What They Can’t: Personal Ability

P. 114. Lack of training transfer: Mary Broad and John Newstrom, The Transfer of Training: Action-Packed Strategies to Ensure High Payoff from Training Investments (Reading, Massachusetts: Addison-Wesley, 1992), p. 7.

P. 116. Mindset: Carol S. Dweck, Mindset: The New Psychology of Success (New York: Random House, 2006).

P. 118. Marshmallow studies: W. Mischel, Y. Shoda, and P. Peake, “The Nature of Adolescent Competencies Predicted by Preschool Delay of Gratification,” Journal of Personality and Social Psychology, 54 (1988): 687-696. See also Y. Shoda, W. Mischel, and P. Peake, “Predicting Adolescent Cognitive and Self-Regulatory Competencies from Preschool Delay of Gratification: Identifying Diagnostic Conditions,” Developmental Psychology, 26 (1990): 978-986.

P. 118. SAT scores: Daniel Goleman, Emotional Intelligence: Why It Can Matter More than IQ (New York: Bantam, 1995), p. 82.

P. 119. S. S. Feldman and D. A. Weinberger, “Self-Restraint as a Mediator of Family Influences on Boys’ Delinquent Behavior: A Longitudinal Study,” Child Development, 65 (1994): 195-211.

P. 119. Mischel and Bandura: A. Bandura and W. Mischel, “Modification of Self-Imposed Delay of Reward Through Exposure to Live and Symbolic Models,” Journal of Personality and Social Psychology, 2 (1965): 698-705.

P. 121. Deliberate practice: K. A. Ericsson, R. Th. Krampe, and C. Tesch-Römer, “The Role of Deliberate Practice in the Acquisition of Expert Performance,” Psychological Review, 100 (1993): 363-406.

P. 124. Thailand condom use: W. Rojanapithayakorn and R. Hanenberg, “The 100% Condom Programme in Thailand,” AIDS, 10 (1996): 1-7.

P. 126. Skill development: K. A. Ericsson and A. C. Lehmann, “Expert and Exceptional Performance: Evidence on Maximal Adaptations on Task Constraints,” Annual Review of Psychology, 47 (1996): 273-305.

P. 127. Ten years: Benjamin Bloom, ed., Developing Talent in Young People (New York: Ballantine, 1985).

P. 127. Correlation between time and skill level: Karl Anders Ericsson et al., eds., The Cambridge Handbook of Expertise and Expert Performance (New York: Cambridge University Press, 2006).

P. 127. Roger Bacon: In Ericsson et al., eds., The Cambridge Handbook.

P. 127. Olympic swimming: We compared Johnny Weissmuller’s Olympic record times to times of current high school swimming champions.

P. 127. Deliberate practice techniques: Ericsson et al., eds., The Cambridge Handbook, p. 699.

P. 128. Deliberate practice and feedback: Ibid., p. 532.

P. 128. Natalie Coughlin: M. Grudowski, “The Girl Next Door Is Hungry,” Men’s Journal, 12 (2003): 72-73.

P. 130. Pills: Albert Bandura, personal interview with the authors, September 7, 2005.

P. 131. Free throws: T. J. Cleary and B. J. Zimmerman, “Self-Regulation Differences During Athletic Practice by Experts, Non-Experts, and Novices,” Journal of Applied Sport Psychology, 13 (2001): 185-206.

P. 132. Dating skills: S. L. Foster et al., “Teaching Social Skills to Shy Single Men,” The Family Journal, 5 (1997): 37-48.

P. 136. Hot and cool systems: J. Metcalf and W. Mischel, “A Hot/Cool System Analysis of Delay of Gratification,” Psychological Review, 106 (1999): 3-19.

P. 139. W. Mischel, “Toward an Integrative Model for CBT: Encompassing Behavior, Cognition, Affect, and Process,” Behavior Therapy, 35 (2004): 185-203.

P. 140. Children and delay of gratification: H. Mischel and W. Mischel, “The Development of Children’s Knowledge of Self-Control Strategies,” Child Development, 54 (1983): 603-619.

P. 140. Expectation and delay of gratification: W. Mischel and E. Staub, “Effects of Expectancy on Working and Waiting for Larger Rewards,” Journal of Personality and Social Psychology, 2 (1965): 625-633.

P. 140. Distraction and delay of gratification: W. Mischel and E. Ebbesen, “Attention in Delay of Gratification,” Journal of Personality and Social Psychology, 16 (1970): 329-337.

P. 140. Teaching skill of delay of gratification: A. Bandura and W. Mischel, “Modification of Self-Imposed Delay of Reward Through Exposure to Live and Symbolic Models,” Journal of Personality and Social Psychology, 2 (1965): 698-705.

P. 140. Focus and delay of gratification: Mischel and Ebbesen, “Attention in Delay of Gratification.”

P. 140. Willpower and delay of gratification: P. Peake, M. Hebl, and W. Mischel, “Strategic Attention Deployment in Waiting and Working Situations,” Developmental Psychology, 38 (2002): 313-326.

P. 141. Cognitive reappraisal: J. J. Gross, “Emotion Regulation in Adulthood: Timing Is Everything,” Current Directions in Psychological Science, 10 (2001): 214-219.

P. 142. Handwashing: Jeffrey Schwartz, Brainlock (New York: HarperCollins, 1996), p. 212.

Chapter 6. Provide Encouragement: Social Motivation

P. 146. Milgram obedience studies: Stanley Milgram, “Behavioral Study of Obedience,” Journal of Abnormal and Social Psychology, 67 (1963): 371-378.

P. 147. Phil Zimbardo discusses Milgram’s experiments on the website http://thesituationist.wordpress.com/2007/02/16/when-good-people-do-evil-%E2%80%93-part-i/.

P. 151. Obedience study with confederate: Stanley Milgram, Obedience to Authority: An Experimental View (New York: Harper & Row, 1974).

P. 163. Everett Rogers and diffusion of innovations: Everett Rogers, Diffusion of Innovations, 3rd ed. (New York: Free Press, 1983), pp. 15, 32-34, 54-56, 247, 258, 266, 271. The story about the “Guy in the Bermudas” was told by Rogers in a lecture at Stanford University in the fall of 1982.

P. 166. Limey story: Don Berwick, “Disseminating Innovations in Health Care,” JAMA (2003): 1969-1975.

P. 168. Tinka, Tinka Suhk: Arvind Singhal and Everett M. Rogers, Entertainment Education: A Communication Strategy for Social Change (Mahwah, New Jersey: Lawrence Erlbaum Associates, 1999), pp. 1, 58, 137, 176.

P. 169. Barefoot doctors: Rogers, Diffusion of Innovations, pp. 326-328.

P. 175. Silence Fails study: For more information, see VitalSmarts/Concourse Group, http://silencefails.com.

P. 175. Tinka, Tinka Sukh: Arvind Singhal, personal interview with the authors, 2006.

Chapter 7. Provide Assistance: Social Ability

P. 186. Tanika’s story: A story told to one of the authors as a microcredit industry leader.

P. 190. Muhammad Yunus and the Grameen Bank: Muhammad Yunus, Banker to the Poor (Dhaka, Bangladesh: University Press, 1998), p. 12.

P. 190. Borrower stats: Grameen Bank at a Glance: http://www.grameen-foundation.org/what-we-do/microfinance-basics.

P. 191. Statement of Professor Muhammad Yunus at the ITU World Information Society Award Ceremony, May 17, 2006. Accessible at http://www.itu.int/wisd/2006/award/statements/yunus.html.

P. 193. Friends: John Lennon and Paul McCartney, “With a Little Help from My Friends,” Sgt. Pepper’s Lonely Hearts Club Band, 1967.

P. 193. Weight of ox: James Surowiecki, The Wisdom of Crowds (New York: Doubleday, 2004), p. xiii.

P. 197. Soul City: Garth Japhet, personal interview with the authors, 2006.

P. 207. Network quotient: Don Cohen and Laurence Prusak, In Good Company: How Social Capital Makes Organizations Work (Boston, Massachusetts: Harvard Business School Press, 2001).

P. 209. Physicians: Atul Gawanda, Complications: A Surgeon’s Notes on an Imperfect Science (New York: Picador, 2002), pp. 11-24.

P. 210. Tragedy of the commons: William Forester Lloyd, Two Lectures on the Checks to Population (Oxford, England: Oxford University Press, 1833).

P. 212. HIV/AIDS in Thailand: Wiwat Rojanapithayakorn, “100% Condom Use Programme,” manuscript presented in Provo, Utah, 2006.

P. 213. Five million saved: As reported in the Centers for Disease Control and Prevention’s Thailand fact sheet: www.cdc.gov/globalhealth/FETP/pdf/Thailand_factsheet.pdf.

Chapter 8. Change Their Economy: Structural Motivation

P. 219. Rewarding children: M. R. Lepper, D. Greene, and R. E. Nis-bett, “Undermining Children’s Intrinsic Motivation with Extrinsic Reward: A Test of the ‘Over-Justification’ Hypothesis,” Journal of Personality and Social Psychology, 28 (1973): 129-137.

P. 221. Soviet Union: Marshall Goldman, U.S.S.R. in Crisis: The Failure of an Economic System (New York: Norton, 1983), p. 32.

P. 223. Privileges and alcohol: Stanton Peele, 7 Tools to Beat Addiction (New York: Three Rivers Press, 2004), p. 95.

P. 224. Cocaine and vouchers: Ibid., p. 96.

P. 225. Frequent-flier mileage: “Frequent Flyer Miles: In Terminal Decline?” Economist, January 6, 2006.

P. 225. Teen suicide: Karen M. Simon, personal communication with the authors, 1976.

P. 227. Colored stars as rewards: http://www.grameen-info.org/index.php?option=com_content&task=view&id=26&Itemid=175.

P. 229. Hand hygiene: Stephen Dubnar and Steven Levitt, “Selling Soap,” New York Times, September 24, 2006.

P. 231. Employee polls: Employee poll taken from 20 years of polling done at VitalSmarts.

P. 234. Tea leaf consumption: Masaaki Imai, Kaizen (New York: McGraw-Hill, 1986), p. 20.

P. 236. Soldiers in Vietnam: Steven Kerr, “On the Folly of Rewarding A, While Hoping for B,” Academy of Management Executive, 9 (1995): 7-14.

P. 238. Learned helplessness: Martin Seligman, Christopher Peterson, and Steven Maier, Learned Helplessness: A Theory for the Age of Personal Control (New York: Oxford University Press, 1993).

P. 239. Crime prevention program: Mark Shoofs, “Novel Police Tactic Puts Drug Markets Out of Business,” Wall Street Journal, September 27, 2006.

P. 242. Russian oil: Jerome Dumetz, personal communication with the authors, 2006. Jerome is a consultant to many Russian oil firms.

P. 242. Ethiopia: Negussie Teffera, personal interview with the authors, 2006.

Chapter 9. Change Their Space: Structural Ability

P. 248. Order spindle: W. F. Whyte, Human Relations in the Restaurant Industry (New York: McGraw-Hill, 1948).

P. 250. Environmentally incompetent: Fred Steele, Physical Settings and Organization Development (Reading, Massachusettts: Addison-Wesley, 1973), pp. 11, 113.

P. 252. Hitler’s hallway: Albert Speer, Inside the Third Reich (New York: Macmillan, 1970).

P. 252. Broken windows: George Kelling and Catherine Coles, Fixing Broken Windows: Restoring Order and Reducing Crime in Our Communities (New York: Simon & Schuster, 1996), p. 152.

P. 254. Food studies: Brian Wansink, Mindless Eating: Why We Eat More Than We Think (New York: Bantam Books, 2006).

P. 257. Fill-to-here line: Fred Luthans, Organizational Behavior (New York: McGraw-Hill, 1981.)

P. 258. A. M. Dickinson, “The Historical Roots of Organizational Behavior Management in the Private Sector: The 1950s–1980s,” Journal of Organizational Behavior Management, 20 (2000): 9–58.

P. 258. Latex gloves: Occurred on a consulting project of the authors.

P. 258. Starbucks cards and screen saver: Stephen J. Dubner and Steven Levitt, “Selling Soap,” New York Times, September 24, 2006.

P. 261. Representative heuristic: For reading on the topic, see A. Tversky and D. Kahneman, “Judgment Under Uncertainty: Heuristics and Biases,” Science, 185 (1974): 1124-1130.

P. 262. Jimmy Carter, personal interview with the authors, 2007.

P. 267. Effects of space and propinquity: L. Festinger, S. Schachter, and K. Back, Social Pressure in Informal Groups (Stanford, California: Stanford University Press, 1950), Chapter 4.

P. 270. Dining room table: This phenomenon is discussed in “Dining Room Table Losing Central Status in Families,” USA Today, December 18, 2005.

P. 270. Desk proximity: Robert Kraut and Carmen Egido, and Jolene Galegher, Patterns of Contact and Communication in Scientific Research Collaboration (New York: ACM Press, 1988).

P. 271. Hewlett-Packard daily break: Personal communication with Ray Price, 1980.

P. 275. Frederick Taylor: Robert Kanigel, The One Best Way: Frederick Win-slow Taylor and the Enigma of Efficiency (New York: Viking, 1997).

P. 279. Food container: Wansink, Mindless Eating.

P. 280. Medication bottles: Adrienne Berman, “Reducing Medication Errors Through Naming, Labeling, and Packaging,” Journal of Medical Systems, 28 (2004): 9-29.

P. 281. Dog food: Paco Underhill, Why We Buy: The Science of Shopping (New York: Simon & Schuster, 1999), Chapter 1.

P. 282. Casinos: Bill Friedman, Designing Casinos to Dominate the Competition: The Friedman International Standards of Casino Design (Reno, Nevada: Institute for the Study of Gambling and Commercial Gaming College of Business Administration, 2000).

Chapter 10. Become an Influencer

P. 296. Cystic fibrosis: Atul Gawande, “The Bell Curve,” New Yorker, December 6, 2004.