B00AFPTSI0 EBOK (44 page)

second factor at play
:
see Lilach Sagiv, “Vocational Interests and Basic Balues,”
Journal of Career Assessment
10 (2002): 233–257; Idit Ben-Shem and Tamara E. Avi-Itzhak, “On Work Values and Career Choice in Freshmen Students: The Case of Helping vs. Other Professions,”
Journal of Vocational Behavior
39 (1991): 369–379; Jeylan T. Mortimer and Jon Lorence, “Work Experience and Occupational Value Socialization: A Longitudinal Study,”
American Journal of Sociology
84 (1979): 1361–1385; and Robert H. Frank, “What Price the Moral High Ground?”
Southern Economic Journal
63 (1996): 1–17.

Sameer Jain
:
Personal interview (December 16, 2011).

176 senior executives
:
Hannah Riley Bowles, Linda Babcock, and Kathleen L. McGinn, “Constraints and Triggers: Situational Mechanics of Gender in Negotiation,”
Journal of Personality and Social Psychology
89 (2005): 951–965.

negotiated on behalf of a friend
:
Emily T. Amanatullah and Michael W. Morris, “Negotiating Gender Roles: Gender Differences in Assertive Negotiating Are Mediated by Women’s Fear of Backlash and Attenuated When Negotiating on Behalf of Others,”
Journal of Personality and Social Psychology
98 (2010): 256–267.

relational account
:
Hannah Riley Bowles and Linda Babcock, “Relational Accounts: A Strategy for Women Negotiating for Higher Compensation” (working paper, 2011).

twenty-eight different studies
:
Carsten K. W. De Dreu, Laurie R. Weingart, and Seungwoo Kwon, “Influence of Social Motives on Integrative Negotiation: A Meta-Analytic Review and Test of Two Theories,”
Journal of Personality and Social Psychology
78 (2000): 889–905.

becomes second nature
:
Brian R. Little, “Free Traits, Personal Projects and Idio-Tapes: Three Tiers for Personality Research,”
Psychological Inquiry
7 (1996): 340–344; and “Free Traits and Personal Contexts: Expanding a Social Ecological Model of Well-Being,” in
Person-Environment Psychology
, 2nd ed., ed. W. Bruce Walsh, Kenneth H. Craik, and Richard H. Price (New York: Guilford Press, 2000): 87–116.

Chapter 8: The Scrooge Shift

Opening quote
:
Adam Smith,
The Theory of Moral Sentiments
(Kila, MT: Kessinger Publishing, 1759/2004), 3.

Craigslist
:
Jenna Lloyd and Sherry K. Gunter,
craigslist 4 Everyone
(New York: Pearson Education, 2008).

Freecycle
:
Personal interview with Deron Beal (June 19, 2012); Richard Jerome, “Free for All,”
People
, May 10, 2004; Deron Beal and S. James Snyder, “Power of One,”
Time
, November 30, 2009; and Carol Brennan, “Deron Beal,”
Encyclopedia of World Biography
, 2005.

what drives people to participate in exchange systems
:
Robb Willer, Francis J. Flynn, and Sonya Zak, “Structure, Identity, and Solidarity: A Comparative Field Study of Generalized and Direct Exchange,”
Administrative Science Quarterly
57 (2012): 119–155.

defendant of pure altruism
:
C. Daniel Batson, “How Social an Animal? The Human Capacity for Caring,”
American Psychologist
45 (1990): 336–346; and C. Daniel Batson, Karen Sager, Eric Garst, Misook Kang, Kostia Rubchinsky, and Karen Dawson, “Is Empathy-Induced Helping Due to Self-Other Merging?”
Journal of Personality and Social Psychology
73 (1997): 495–509.

devil’s advocate
:
Robert B. Cialdini, Stephanie L. Brown, Brian P. Lewis, Carol Luce, and Steven L. Neuberg, “Reinterpreting the Empathy-Altruism Relationship: When One into One Equals Oneness,”
Journal of Personality and Social Psychology
73 (1997): 481–494; and Jon K. Maner, Carol L. Luce, Steven L. Neuberg, Robert B. Cialdini, Stephanie L. Brown, and Brad J. Sagarin, “The Effects of Perspective Taking on Motivations for Helping: Still No Evidence for Altruism,”
Personality and Social Psychology Bulletin
28 (2002): 1601–1610.

red herring
:
Frans de Waal,
The Age of Empathy
(New York: Crown, 2009), 75.

writing Wikipedia entries
:
Oded Nov, “What Motivates Wikipedians?”
Communications of the ACM
50 (2007): 60–64; see also Joachim Schroer and Guido Hertel, “Voluntary Engagement in an Open Web-Based Encyclopedia: Wikipedians and Why They Do It,”
Media Psychology
12 (2009): 96–120.

lead partner
:
Personal interview with “Phillippe” (January 24, 2012).

common ground
:
Mark Levine, Amy Prosser, David Evans, and Stephen Reicher, “Identity and Emergency Intervention: How Social Group Membership and Inclusiveness of Group Boundaries Shape Helping Behavior,”
Personality and Social Psychology Bulletin
31 (2005): 443–453.

common identity
:
John F. Dovidio, Samuel L. Gaertner, Ana Validzic, Kimberly Matoka, Brenda Johnson, and Stacy Frazier, “Extending the Benefits of Recategorization: Evaluations, Self-Disclosure, and Helping,”
Journal of Experimental Social Psychology
33 (1997): 401–420.

another man named Adam Rifkin
:
Personal interviews with Panda Adam Rifkin (January 28, 2012) and Hollywood Adam Rifkin (February 2, 2012). For the full story of how the two Adam Rifkins met, see www.ifindkarma.com/attic/local/realadam.html and www.ifindkarma.com/attic/local/denial.html.

remind us of ourselves
:
Brett W. Pelham, Matthew C. Mirenberg, and John T. Jones, “Why Susie Sells Seashells by the Seashore: Implicit Egotism and Major Life Decisions,”
Journal of Personality and Social Psychology
82 (2002): 469–487; John T. Jones, Brett W. Pelham, Matthew C. Mirenberg, and John J. Hetts, “Name Letter Preferences Are Not Merely Mere Exposure: Implicit Egotism as Self-Regulation,”
Journal of Experimental Social Psychology
38 (2002): 170–177
;
Brett W. Pelham, Mauricio Carvallo, and John T. Jones, “Implicit Egotism,”
Current Directions in Psychological Science
14 (2006): 106–110; and Ernest L. Abel, “Influence of Names on Career Choices in Medicine,”
Names
58 (2010): 65–74.

attracted to potential dates
:
John T. Jones, Brett W. Pelham, Mauricio Carvallo, and Matthew C. Mirenberg, “How Do I Love Thee? Let Me Count the Js: Implicit Egotism and Interpersonal Attraction,”
Journal of Personality and Social Psychology
87 (2004): 665–683.

Kiva
:
Jeff Galak, Deborah Small, and Andrew T. Stephen, “Microfinance Decision Making: A Field Study of Prosocial Lending,”
Journal of Marketing Research
XLVIII (2011): S130–S137.

alternative explanations
:
Uri Simonsohn, “Spurious? Name Similarity Effects (Implicit Egotism) in Marriage, Job, and Moving Decisions,”
Journal of Personality and Social Psychology
101 (2011): 1–24; Leif D. Nelson and Joseph P. Simmons, “Moniker Maladies: When Names Sabotage Success,”
Psychological Science
18 (2007): 1106–1112; Ernest L. Abel and Michael L. Kruger, “Symbolic Signifi cance of Initials on Longevity,”
Perceptual and Motor Skills
104 (2007): 179–182; and “Athletes, Doctors, and Lawyers with First Names Beginning with ‘D’ Die Sooner,”
Death Studies
34 (2010): 71–81; and Nicholas Christenfeld, David P. Phillips, and Laura M. Glynn, “What’s in a Name: Mortality and the Power of Symbols,”
Journal of Psychosomatic Research
47 (1999): 241–254.

Fingerprints
:
Jerry M. Burger, Nicole Messian, Shebani Patel, Alicia del Prado, and Carmen Anderson, “What a Coincidence! The Effects of Incidental Similarity on Compliance,”
Personality and Social Psychology Bulletin
30 (2004): 35–43.

optimal distinctiveness
:
Marilynn B. Brewer, “The Importance of Being
We
: Human Nature and Intergroup Relations,”
American Psychologist
62 (2007): 728–738; and Kennon M. Sheldon and B. Ann Bettencourt, “Psychological Need-Satisfaction and Subjective Well-Being within Social Groups,”
British Journal of Social Psychology
41 (2002): 25–38.

elevation
:
Jonathan Haidt, “Elevation and the Positive Psychology of Morality,” in
Flourishing: Positive Psychology and the Life Well-Lived,
ed. Corey L. M. Keyes and Jonathan Haidt (Washington, DC: American Psychological Association, 2003), 275–289; and Sara B. Algoe and Jonathan Haidt, “Witnessing Excellence in Action: The ‘Other-Praising’ Emotions of Elevation, Gratitude, and Admiration,”
Journal of Positive Psychology
4 (2009): 105–127.

ten features of Superman
:
Leif D. Nelson and Michael I. Norton, “From Student to Superhero: Situational Primes Shape Future Helping,”
Journal of Experimental Social Psychology
41 (2005): 423–430.

“even a penny will help”
:
Robert B. Cialdini and David A. Schroeder, “Increasing Compliance by Legitimizing Paltry Contributions: When Even a Penny Helps,”
Journal of Personality and Social Psychology
34 (1976): 599–604; for a recent extension, see Sachiyo M. Shearman and Jina H. Yoo, “Even a Penny Will Help! Legitimization of Paltry Donation and Social Proof in Soliciting Donation to a Charitable Organization,”
Communication Research Reports
24 (2007): 271–282.

energy consumption
:
Jessica M. Nolan, P. Wesley Schultz, Robert B. Cialdini, Noah J. Goldstein, and Vladas Griskevicius, “Normative Social Influence Is Underdetected,”
Personality and Social Psychology Bulletin
34 (2008): 913–923; P. Wesley Schultz, Jessica M. Nolan, Robert B. Cialdini, Noah J. Goldstein, and Vladas Griskevicius, “The Constructive, Destructive, and Reconstructive Power of Social Norms,”
Psychological Science
18 (2007): 429–434; and Hunt Alcott, “Social Norms and Energy Conservation,” MIT Center for Energy and Environmental Policy Research (working paper, 2009).

“ready to aid one another”
:
Charles Darwin,
The Descent of Man and Selection in Relation to Sex
(London: Murray, 1871).

Underestimating the givers
:
Francis J. Flynn and Vanessa K. B. Lake (now Bohns), “If You Need Help, Just Ask: Underestimating Compliance with Direct Requests for Help,”
Journal of Personality and Social Psychology
95 (2008): 128–143.

only natural to assume
:
Dale T. Miller, “The Norm of Self-Interest,”
American Psychologist
54 (1999): 1053–1060.

“explaining almost every act of their lives on the principle of self-interest”
:
Alexis de Tocqueville,
Democracy in America
(Garden City, NY: Anchor Press, 1835/1969), 526.

“social norms against sounding too charitable”
:
Robert Wuthnow,
Acts of Compassion
(Princeton, NJ: Princeton University Press, 1993).

“no one believes”
:
David Krech and Richard S. Crutchfield,
Theory and Problems of Social Psychology
(New York: McGraw-Hill, 1948).

Harvard freshmen
:
Stephanie Garlock and Hana Rouse, “Harvard Most Values Success, 2014 Says,”
Harvard Crimson
, September 2, 2011; “Harvard College Introduces Pledge for Freshmen to Affirm Values,”
Harvard Crimson
, September 1, 2011; and Hana Rouse, “College to Remove Signatures from Freshman Kindness Pledge,”
Harvard Crimson
, September 7, 2011.

“Ideas can have profound effects”
:
Barry Schwartz, “Psychology, Idea Technology, and Ideology,”
Psychological Science
8 (1997): 21–27.

Reciprocity Ring
:
Wayne Baker and Adam M. Grant, “Values and Contributions in the Reciprocity Ring” (working paper, 2007).

reputational benefits
:
Dan Ariely, Anat Bracha, and Stephan Meier, “Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially,”
American Economic Review
99 (2009): 544–555.

brainstorming
:
Harry M. Wallace and Roy F. Baumeister, “The Performance of Narcissists Rises and Falls with Perceived Opportunity for Glory,”
Journal of Personality and Social Psychology
82 (2002): 819–834.

go green to be seen
:
Vladas Griskevicius, Joshua M. Tybur, and Bram Van den Bergh, “Going Green to Be Seen: Status, Reputation, and Conspicuous Conservation,”
Journal of Personality and Social Psychology
98 (2010): 392–404.

bank tellers
:
Chun Hui, Simon S. K. Lam, and Kenneth K. S. Law, “Instrumental Values of Organizational Citizenship Behavior for Promotion: A Field Quasi-Experiment,”
Journal of Applied Psychology
85 (2000): 822–828.