In Philadelphia and Wilmington, Delaware: Davis, E. L., Wojtanowski, A. C., Weiss, S., Foster, G. D., Karpyn, A., and Glanz, K. (2016). “Employee and customer reactions to healthy in-store marketing interventions in supermarkets, Journal of Food Research 5, 107–113.
Another study of supermarket produce: Glanz, K., and Yaroch, A. L. (2004). “Strategies for increasing fruit and vegetable intake in grocery stores and communities: Policy, pricing, and environmental change,” Preventive Medicine 39, 75–80.
A survey of nearly three thousand smokers: Wakefield, M., Germain, D., and Henriksen, L. (2008). “The effect of retail cigarette pack displays on impulse purchase,” Addiction 103, 322–28.
Psychologist Wendy Wood discovered: Wood, W., Tam, L., and Witt, M. G. (2005). “Changing circumstances, disrupting habits,” Journal of Personality and Social Psychology 88, 918–33.
Researchers know that when monkeys: Mirenowicz, J., and Schultz, W. (1996). “Preferential activation of midbrain dopamine neurons by appetitive rather than aversive stimuli,” Nature 379, 449–51.
A telecom company: Holland, R. W., Aarts, H., and Langendam, D. (2006). “Breaking and creating habits on the working floor: A field-experiment on the power of implementation intentions,” Journal of Experimental Social Psychology 42, 776–83.
6 Reading the Room Right
Roy Baumeister, a psychologist: Baumeister, R. F., Campbell, J. D., Krueger, J. I., and Vohs, K. D. (2003). “Does high self-esteem cause better performance, interpersonal success, happiness, or healthier lifestyles?” Psychological Science in the Public Interest 4, 1–44.
The South Korean office: Koo, M., and Fishbach, A. (2008). “Dynamics of self-regulation: How (un)accomplished goal actions affect motivation,” Journal of Personality and Social Psychology 94, 183–95.
Children as young as seven: Wood, L. M., Parker, J. D., and Keefer, K. V. (2009). “Assessing emotional intelligence using the Emotional Quotient Inventory (EQ-i) and related instruments,” in Assessing Emotional Intelligence (pp. 67–84). Boston: Springer. For more on emotional intelligence, see Bradberry, T., and Greave, J. (2009). Emotional Intelligence 2.0. San Diego: TalentSmart; Salovey, P., and Mayer, J. D. (1990). “Emotional intelligence,” Imagination, Cognition, and Personality 9, 185–211.
Managers who can read emotions: Wilderom, C. P. M., Hur, Y., Wiersma, U. J., Van Den Berg, P. T., and Lee, J. (2015). “From manager’s emotional intelligence to objective store performance: Through store cohesiveness and sales-directed employee behavior,” Journal of Organizational Behavior, onlinelibrary.wiley.com/doi/abs/10.1002/job.2006.
Doctors who can gauge: Shouhed, D., Beni, C., Manguso, N., IsHak, W. W., and Gewertz, B. L. (2019). “Association of emotional intelligence with malpractice claims: A review,” JAMA Surgery 154 (3), 250–56.
business students in Singapore: Elfenbein. H. A., Foo, M. D., White, J., Tan, H. H., and Aik, V. C. (2007). “Reading your counterpart: The benefit of emotion recognition accuracy for effectiveness in negotiation,” Journal of Nonverbal Behavior 31, 205–23.
Results from the work of vision: Du, S., and Martinez, A. M. (2011). “The resolution of facial expressions of emotion,” Journal of Vision 11, 1–13.
About thirty years ago: Ekman, P., and O’Sullivan, M. (1991). “Who can catch a liar?” American Psychologist 46, 913.
Our corrugator muscles: For more on the muscles that differentiate one facial expression from another, see Ekman, P., Friesen, W. V., and Hager, J. C. (2002). Facial Action Coding System: The Manual on CD-ROM. Salt Lake City: A Human Face.
In the same vein: Beck, J. (February 4, 2014). “New research says there are only four emotions,” www.theatlantic.com/health/archive/2014/02/new-research-says-there-are-only-four-emotions/283560.
To prove the point: Brady, W. J., and Balcetis, E. (2015). “Accuracy and bias in emotion perception predict affective response to relationship conflict,” in Advances in Visual Perception Research (pp. 29–43). Hauppauge, NY: Nova Science Publishers.
Billionaire investor Warren Buffett: Gallo, C. (May 16, 2013). “How Warren Buffett and Joel Osteen conquered their terrifying fear of public speaking,” Forbes, www.forbes.com/sites/carminegallo/2013/05/16/how-warren-buffett-and-joel-osteen-conquered-their-terrifying-fear-of-public-speaking/#667d5529704a.
The work of a group: Shasteen, J. R., Sasson, N. J., and Pinkham, A. E. (2014). “Eye tracking the face in the crowd task: Why are angry faces found more quickly?” PLOS ONE 9, 1–10.
For older adults, this pattern of eye gaze: Sanchez, A., and Vazquez, C. (2014). “Looking at the eyes of happiness: Positive emotions mediate the influence of life satisfaction on attention to happy faces,” Journal of Positive Psychology 9, 435–48.
Children who make this style: Waters, A. M., Pittaway, M., Mogg, K., Bradley, B. P., and Pine, D. S. (2013). “Attention training towards positive stimuli in clinically anxious children,” Developmental Cognitive Neuroscience 4, 77–84.
college students who practiced: Dandeneau, S., and Baker, J. (2007). “Cutting stress off at the pass: Reducing vigilance and responsiveness to social threat by manipulating attention,” Journal of Personality and Social Psychology 93, 651–66.
The same is true for salespeople: Ibid.
Carol Dweck is a psychologist: Dweck, C. S. (2007). Mindset: The New Psychology of Success. New York: Ballantine Books.
Psychologist Jason Moser: Moser, J. S., Schroder, H. S., Heeter, C., Moran, T. P., and Lee, Y.-H. (2011). “Mind your errors: Evidence for a neural mechanism linking growth mind-set to adaptive posterror adjustments,” Psychological Science 22, 1484–89.
Researchers trained NCAA Division I: Goodman, F. R., Kashdan, T. B., Mallard, T. T., and Schumann, M. (2014). “A brief mindfulness and yoga intervention with an entire NCAA Division I athletic team: An initial investigation,” Psychology of Consciousness: Theory, Research, and Practice 1, 339–56.
Bethany Hamilton is a professional surfer: Lieber, A., director (2018). Bethany Hamilton: Unstoppable. Entertainment Studios Motion Pictures.
At one point in Deci’s career: Deci, E. L., Connell, J. P., and Ryan, R. M. (1989). “Self-determination in a work organization,” Journal of Applied Psychology 74, 580–90.
Years later, Jacques Forest: Forest, J., Gilbert, M.-H., Beaulieu, G., Le Brock, P., and Gagne, M. (2014). “Translating research results in economic terms: An application of economic utility analysis using SDT-based interventions,” in M. Gagne, ed., The Oxford Handbook of Work Engagement, Motivation, and Self-Determination Theory, 335–46. New York: Oxford University Press.