Mark Stevens, Sudden Death: Th e Rise and Fall of E.F. Hutton (New York: Penguin, 1989), 81.

Ibid., 82–83.

Ibid., 84.

M Sherif et al., Intergroup Confl ict and Cooperation: Th e Robbers’ Cave Experiment (Norman: University of Oklahoma Institute of Intergroup Relations, 1961).

Cialdini, Infl uence: Science and Practice, 171.

Ibid., 172.

Fritz Heider, Th e Psychology of Interpersonal Relations (New York: John Wiley, 1958).

Arlie Hochschild, Th e Managed Heart (Berkeley: University of California Press, 1983).

Ibid., 96–97.

Anat Rafaeli and Robert I. Sutton, «Th e Expression of Emotion in Organizational Life», Research in Organizational Behavior, ed. Barry M. Staw, vol. 11 (Greenwich, CT; JAI Press, 1989), 15–16.

Robert I. Sutton and Anat Rafaeli, «Untangling the Relationship Between Displayed Emotions and Organizational Sales: Th e Case of Convenience Stores», Academy of Management Journal 31 (1988):465.

Anat Rafaeli and Robert I. Sutton, «Expression of Emotion as Part of the Work Role», Academy of Management Review 12 (1987): 23–37.

R.O. Arther and R.R. Caputo, Interrogation for Investigators (New York: William C. Copp and Associates, 1959), 75–76.

K.L. Tidd and J.S. Lockard, «Monetary Signifi cance of the Affi liative Smile», Bulletin of the Psychonomic Society 11 (1978): 344–346.

Robert I. Sutton, «Maintaining Organizational Norms About Expressed Emotions: Th e Case of Bill Collectors», Administrative Science Quarterly 36(1991): 245–268.

Anat Rafaeli and Robert I. Sutton, «Emotional Contrast Strategies as Means of Social Infl uence: Lessons from Criminal Interrogators and Bill Collectors», Academy of Management Journal (in press).

Rafaeli and Sutton, «Expression of Emotion», 31.

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Th omas C. Schelling, Th e Strategy of Confl ict (New York: Oxford University Press, 1963).

Peter W. Bernstein, «Upheaval at Bendix», Fortune (November 1, 1980):

48–56.

Ibid., 52–53.

Hugh D. Menzies, «Th e Boardroom Battle at Bendix», Fortune (January 11, 1982): 56.

Ibid., 60. 6. Ibid., 62.

Ibid.

Horwitch, «Managing the U.S. Supersonic Transport Program (A)», 678–949. Boston: Harvard Business School, 1977.

Robert A. Caro, Th e Power Broker: Robert Moses and the Fall of New York (New York: Random House, 1974), 203.

Aaron Bernstein, Grounded: Frank Lorenzo and the Destruction of Eastern Airlines (New York: Simon and Schuster, 1990), 84–85.

Barry Schwartz, «Waiting, Exchange, and Power: Th e Distribution of Time in Social Systems», American Journal of Sociology 79 (1974): 843–844.

Ibid., 844.

Ibid., 857.

Ibid., 859.

Bryan Burrough and John Helyar, Barbarians at the Gate: Th e Fall of RJR Nabisco (New York: Harper and Row, 1990), 24.

Chicago Daily News (December 27, 1972): 4.

Seymour M. Hersh, Th e Price of Power: Kissinger in the Nixon White House (New York: Summit Books, 1983), 44.

Journal of the House, Alabama State Legislature (1977): 2698.

Bernstein, Grounded, 42.

Gerald R. Salancik, «Commitment and the Control of Organizational Behavior and Belief», New Directions in Organizational Behavior, eds. Barry M. Staw and Gerald R. Salancik (Chicago: St. Clair Press, 1977), 1–54.

Peter Bachrach and Morton S. Baratz, «Two Faces of Power», American Political Science Review 56 (1962): 947–952.

Neil Fligstein, «Th e Intraorganizational Power Struggle: Rise of Finance Personnel to Top Leadership in Large Corporations, 1919–1979», American Sociological Review 52 (1987): 44–58.

David Halberstam, Th e Best and the Brightest (New York: Random House, 1972), 435–436.

Ibid., 437.

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David Halberstam, Th e Best and the Brightest (New York: Random House, 1972), 285.

Ibid., 53.

John W. Meyer and Brian Rowan, «Institutional Organizations: Formal Structure as Myth and Ceremony», American Journal of Sociology 83 (1977) 340–363; Meyer and W. Richard Scott, Organizational Environments: Ritual and Rationality (Beverly Hills. CA: Sage, 1983).

Martha S. Feldman and James G. March, «Information in Organizations as Signal and Symbol», Administrative Science Quarterly 26 (1981): 171–186.

Fred A. Kramer, «Policy Analysis as Ideology», Public Administrative Review 35 (1975): 509.

Richard M. Cyert, Herbert A. Simon, and Donald B. Trow, «Observation of a Business Decision», Journal of Business 29 (1956): 237–248.

Donald Frey, «Th e Teenies’ Challenge to the Bean Counters», Th e Street Journal (July 16, 1990): A12.

Maryann Keller, Rude Awakening: Th e Rise, Fall, and Struggle for Recovery of General Motors (New York: William Morrow, 1989), 216.

Ibid., 105.

Mark Stevens, Sudden Death: Th e Rise and Fall of E.F. Hutton (New York: Penguin, 1989), 277.

Halberstam, Th e Best and the Brightest, 304–305.

Ibid., 562–563.

K. Smith and Robert C. Alexander, Fumbling the Future: How Xerox Invented, Th en Ignored, the First Personal Computer (New York: William Morrow, 1988).

Ibid., 134.

Ibid., 218.

H Th omas Johnson and Robert S, Kaplan, Relevance Lost: Th e Rise and Fall of Management Accounting (Boston: Harvard Business School Press, 1987).

Christopher Byron, Th e Fanciest Dive (New York: W.W. Norton, 1986), 56–57.

Jeff rey Pfeff er and Gerald R. Salancik, Th e External Control of Organizations: A Resource Dependence Perspective (New York: Harper and Row, 1978).

Gerald R. Salancik and Jeff rey Pfeff er, «Th e Bases and Use of Power in Organizational Decision Making: Th e Case of a University», Administrative Science Quarterly 19 (1974): 462–463.

Rosabeth M. Kanter, Men and Women of the Corporation (New York: Basic Books, 1977).

David Halberstam, Th e Reckoning (New York: William Morrow, 1986); Max Holland, When the Machine Stopped (Boston: Harvard Business School Press, 1989).

Jeff rey Pfeff er and Gerald R. Salancik, «Administrator Eff ectiveness: Th e Eff ects of Advocacy and Information on Resource Allocations», Human Relations 30 (1977): 641–656.

N. Dixon, On the Psychology of Military Incompetence (New York: BasicBooks, 1976), 147.