Behavioral Advantage

Notes

INTRODUCTION

1. Jim Collins, Good to Great (New York: HarperCollins, 2001), p. 39.

2. Nitin Nohria, William Joyce, and Bruce Roberson, “What Really Works,” Harvard Business Review 81, no. 7 (July 2003): 43.

3. Ibid., pp. 48–49.

CHAPTER 1

1. William Miller, The Art of Canvassing: How to Sell Insurance, 5th ed. (New York: The Spectator Company, 1901), p. 41. [The original copyright on this book is 1894.] NOTE: Throughout this chapter, when quoting from historical sources, we will follow their language conventions, although the sexism in this language is inconsistent with modern sensibilities. Throughout the rest of this book, we will either use the plural forms of pronouns or alternative he and she to indicate that buyers and sellers can ...