1. Schultz (1965). A Charlie Brown Christmas. United Feature Syndicate.

2. Pfeffer (1992), pp. 33-48.

3. See Charisma.

4. Tversky and Kahneman (1974).

5. Cialdini’s work on influence and persuasion is impressive and enormous. Two pieces of his research that informed this section are Cialdini (2001a) and Cialdini (2001b).

6. Pfeffer (1992), pp. 207-228.

7. Asch (1955); Burger (1986).

8. Milgram (1963).

9. For a general treatment on the research on influence strategies, see Cialdini and Goldstein (2004).

10. Burger (1986).

11. Davis and Kowles (1999).

12. For a deeper understanding of how these strategies operate, we suggest you read Cialdini’s book, Influence: Science and Practice Cialdini (2001a).

13. Kotter (1995).