求高手出手查两篇文献的出处（续） 喇叭不响掉头吹 ——《销售高手的 99 个沟通细节》读后感 I 猪头哥前几夜读《销售高手的 99 个沟通细节》（郭汉尧， 2010 年，中国经济出版社）一书，其中提到了： 美国洛杉矶大学医学院的心理学家加利·斯梅尔 的长期研究发现，原来心情舒畅、开朗的人，若同一个整天愁眉苦脸、抑郁难解的人相处，不久也会变得情绪沮丧起来，一个人的敏感性和同情心越强，越容易感染上坏情绪，这种传染过程是在不知不觉中完成的。如果一个情绪并不低落的学生，和另一个情绪低落的学生同住一间宿舍，这个学生的情绪往往也会低落起来。在家庭中，某人如情绪低落，他们的配偶最容易出现情绪问题。 美国密西根大学心理学教授詹姆斯·科因 的研究证明， 只要 20 分钟，一个人就可以受到他人低落情绪的传染。 在社会交往中，个人情感对其他人情绪有着非常大的传染作用，如果你喜欢和同情某个人，你就特别容易受到那个人的情绪影响。 因想知道这两篇文献的来源，所以在科学网和小木虫上发帖求助（ http://blog.sciencenet.cn/home.php?mod=spaceuid=849091do=blogid=696861 ），终有高人提供线索，本着向大家汇报的态度，俺啰嗦一下搜索的技巧： 我的搜索思维是虽预判了百度对这种文献搜索基本无用，还是抱着侥幸心理试了一下，果然，百度搜出来的关于这两段的信息都是一模一样，大家都是抄来抄去，既不问出处，也不问是否正确。 理所当然用 google 试试，既然是 美国密西根大学心理学教授詹姆斯·科因， 猪头哥就想到了 James Cohn ，再加上 University of Michigan 和 Psychology ，搜出来的结果都不符合，同样也试了试 美国洛杉矶大学医学院的心理学家加利·斯梅尔，下场一样！ 发帖在小木虫之后，有好心网友 wanglu3353 指出我的搜索思维有点问题，他根据我提供的线索在网上搜寻，反向思维，将原文中任何一句独特的话输入搜索框，比如这句话： 只要 20 分钟，一个人就可以受到他人低落情绪的传染。 哪怕是自己或者机器翻译成英文，再搜索，则能够在国外的网站上找到。 于是乎我在 Other people's moods can be as contagious as a virus （ http://articles.baltimoresun.com/1993-11-30/features/1993334109_1_hatfield-bad-mood-emotional-contagion ）上搜到如下信息： Mr. Coyne's experiment consisted of matching pairs of nondepressed and clinically depressed individuals in telephone conversations. Those who were initially in a balanced mood were depressed and hostile, themselves, after 20 minutes, he said. In another study, Mr. Coyne found that people living with a depressed person were themselves depressed in their moods, and they felt burdened by the depressed person's symptoms. . . . When the depressed person recovered, these people's moods went up, too. We don't know a whole lot about these phenomena. These aren't things that are well-studied, Mr. Coyne said. I think people have just thought about mood as being a personal state, you know -- private feelings. But I think of it as more of a social phenomenon. 原来猪头哥先入为主弄错了名字，应该是 James Coyne 而不是 James Cohn ， 剩下的事情就好办了！ 通过 google 学术搜索，我判断 美国密西根大学心理学教授詹姆斯·科因 这一段来自 Toward an interactional description of depression.( Psychiatry: Journal for the Study of Interpersonal Processes, Vol 39(1), Feb 1976, 28-40.) 一文，可惜网上只有前两页，我最想看的实验部分没有。 至于第一条线索， wanglu3353 指出只能搜寻到一些机器翻译的英文，显然是没有原文的，好像的杜撰出来的东东；很可能是姓氏写错，因为美国只有五个斯梅尔，都不在加州。建议我改成斯莫尔（ Small ）试试。我再次搜索的结果还是没有符合的信息，所以谨慎地认同他的观点。 至此，本次搜索暂时告一段落，如有更新进展还向大家汇报。 此次搜索的心得就是当正向搜索无果时，不妨喇叭掉头反着吹，也许柳暗花明又一村！ Other people's moods can be as contagious as a virus 全文附后，有兴趣的朋友可阅读： Other people's moods can be as contagious as a virus http://articles.baltimoresun.com/1993-11-30/features/1993334109_1_hatfield-bad-mood-emotional-contagion November 30, 1993|By Ellen O'Brien | Ellen O'Brien,Knight-Ridder News Service If you're wondering how it happened again -- how you woke up in a good mood and drove to work in a good mood and hung up your coat in a good mood, and now suddenly you're in a bad mood -- then look around you. Surreptitiously. Because you probably caught it. That nasty mood. You probably caught it like a bad cold. Moods are as contagious as viruses. We pick them up from other people automatically, unconsciously -- and within milliseconds. That's the bad news. The worse news is that the more accommodating, sensitive and empathetic we are by nature -- in short, the nicer we are -- the more apt we are to become the victims of other people's conquering negativity and plain blue funks. It must have been important to us in our primate heritage -- to communicate by gesture, look and tone, Elaine Hatfield, professor of psychology at the University of Hawaii, says about our boundless human capacity to transmit and receive moods. We're wonderfully good at it. It must have had some evolutionary advantage . . . like fish in an ocean can change in a second, and go in a different direction together. Ms. Hatfield is co-author with her husband, psychologist RicharL. Rapson, and their colleague, John T. Cacioppo of Ohio State University, of a tome devoted to the study of mood-catching, Emotional Contagion (Cambridge University Press). Ms. Hatfield is a longtime mood-watcher who splices her own insights and experiences into the textbook-style book. I am so prone to the deadening effects of the depressed that I find it hard even to keep a minimal conversation going, she confesses, by way of example, in the book's introduction. I keep finding myself sinking off into sleep. More eye-opening is Ms. Hatfield's theory. Basically, it goes like this: In conversation, individuals automatically synchronize their facial expressions, voice levels, postures and movements to those of the people around them -- and as soon as they imitate an emotion, they experience it -- at least, little bits of it -- at a deep physical level. Ms. Hatfield and her fellow authors contend that physicaresponse by the involuntary nervous system -- the system that makes your heart pound, your hands sweat and shake, and your knees turn to jelly -- can be brought on by the unconscious mimicking of the flicker of an eye or a split-second downturn of the mouth. Ms. Hatfield quotes the conclusion of psychologist WilliaCondon, whose experiments demonstrated that individuals can synchronize their speech -- talking at the same clip, with about the same length of pauses -- with one another within 50 milliseconds. That mysterious talent, Mr. Condon contended, requires some mechanism unknown to man. People need not, of course, be consciously aware that they are synchronizing their actions with others. . . . the ability to be 'in tune' with those around us is critically important . . ., Ms. Hatfield and her colleagues write in the book. Communication is as rhythmic as music, dance or tennis. . . . One colleague told me that he watched in fascination as one person at dinner reached for the salt and all the others at the table would reach for a glass of water, the salt or a napkin, a split-second later. One diner would shift in his seat in an effort to find a more comfortable position; another would almost immediately mirror his settling-in, Ms. Hatfield continues. Some people are good 'senders' because they're well in touch with their own feelings -- and can express them -- and are sort of oblivious to other people's, Ms. Hatfield said during a telephone interview. And, she said, the stronger the mood -- deep anger or depression, for instance -- the greater the odds that they can transmit it. According to Carol Culp, assistant professor of psychology at Dickinson College in Carlisle, Pa.: In roommate studies, college students who, through the luck of the draw, get a depressed roommate, will be more depressed at the end of the term. Other psychological studies have also found that men and women with depressed spouses have more trouble with their own moods than those who are have non-depressed spouses, Ms. Culp said. James Coyne, professor of psychology in the departments of psychiatry and family practice at the University of Michigan Medical School, has demonstrated that it takes only 20 minutes to catch someone else's depression. Mr. Coyne's experiment consisted of matching pairs of nondepressed and clinically depressed individuals in telephone conversations. Those who were initially in a balanced mood were depressed and hostile, themselves, after 20 minutes, he said. In another study, Mr. Coyne found that people living with a depressed person were themselves depressed in their moods, and they felt burdened by the depressed person's symptoms. . . . When the depressed person recovered, these people's moods went up, too. We don't know a whole lot about these phenomena. These aren't things that are well-studied, Mr. Coyne said. I think people have just thought about mood as being a personal state, you know -- private feelings. But I think of it as more of a social phenomenon. In her book, Ms. Hatfield agrees: An individual's feelings and goals in a social interaction may exert a powerful effect on the shape of emotional contagion. She contends that if you like someone, or want that person to like you -- if that person is your boss or a spouse or a potential mate -- the more apt you are to mirror the person's moods. But beyond that, it depends on your personality. Some people are much more sensitive to others' emotions than other people. They're just extra sensitive. . . . It seems to be people who pay attention to other people, who are good at understanding others' emotions, mimic people unconsciously, Ms. Hatfield said. Some people feel even more intensely than others. They are the receivers of other people's moods. They contract their moods subliminally from people with stronger, less empathetic personalities. One such type of sender is always enveloped with his or her own drama, Ms. Hatfield said; another is the guilt-inflicter. Ian Gotlib of Northwestern University's department of psychology said one reason why depression travels so well is that people who are depressed are more self-focused, talk more about themselves than other people. The contagion gets much worse in more intimate relationships like marriages, Mr. Gotlib said. When one person becomes depressed . . . it takes longer for the negative effects to kick in, if you have a good relationship, he said. But the effects are much stronger and longer-lasting. Depressed people have a divorce rate that some people estimate as nine times higher than the overall population. But even in the less intimate interactions involved in socializing or at work, Ms. Hatfield said, research indicates that once you escape a bad-mood atmosphere, it still takes time to regain your equilibrium. Most researchers say it will take a half-hour. If people are upset, they continue to stay upset. They won't identify the situation . . . but physiological studies indicate that the person is still fairly upset. Still, Ms. Hatfield thinks that if we can recognize what's happening to us, we're ahead of the game. It is important, she said, to recognize how much we can use not just our minds, but our small emotional reactions, to read social situations. More and more, scientists are finding out how important emotions are -- they might be the chemistry of communications between the different parts of the body.
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