Chapter 1: Good Returns Opening quote : Samuel L. Clemens (aka Mark Twain), “At the Dinner to Joseph H. Choate, November 16, 1901,” in Speeches at the Lotos Club, ed. J. Elderkin, C. S. Lord, and H. N. Fraser (New York: Lotos Club, 1911), 38.
Story of David Hornik and Danny Shader : Personal interviews with David Hornik (January 30 and March 12, 2012) and Danny
Shader (February 13, 2012).
preferences for reciprocity : Edward W. Miles, John D. Hatfield, and Richard C. Huseman, “The Equity Sensitivity Construct:
Potential Implications for Worker Performance,” Journal of Management 15 (1989): 581–588.
most people act like givers in close relationships : Margaret S. Clark and Judson Mills, “The Difference between Communal and
Exchange Relationships: What It Is and Is Not,” Personality and Social Psychology Bulletin 19 (1993): 684–691.
people engage in a mix of giving, taking, and matching : Alan P. Fiske, Structures of Social Life: The Four Elementary Forms of Human Relations (New York: Free Press, 1991).
world of engineering : Francis J. Flynn, “How Much Should I Give and How Often? The Effects of Generosity and Frequency of
Favor Exchange on Social Status and Productivity,” Academy of Management Journal 46 (2003): 539–553.
medical students in Belgium : Filip Lievens, Deniz S. Ones, and Stephan Dilchert, “Personality Scale Validities Increase Throughout
Medical School,” Journal of Applied Psychology 94 (2009): 1514–1535.
salespeople in North Carolina : Adam M. Grant and Dane Barnes, “Predicting Sales Revenue” (working paper, 2011).
givers earn 14 percent less money : Timothy A. Judge, Beth A. Livingston, and Charlice Hurst, “Do Nice Guys—and Gals—Really
Finish Last? The Joint Effects of Sex and Agreeableness on Income,” Journal of Personality and Social Psychology 102
(2012): 390–407.
