"A new study by Lauder Business School's Sandra Pauser and University of Vienna's Udo Wagner suggests that charisma, 'a crucial quality attributed to dynamic communicators in personal selling,' is what's needed for successful selling. Based on data derived from the show Shark Tank, the authors claim that a 'one-unit increase in smiling behavior' is associated with a '1.47 times higher likelihood of investment success.'"
"Rather than think of charisma as a trait, the research suggests that with practice you can bring out your own. While it is true that certain qualities don't easily translate into specific, measurable factors, the study of charisma could have important practical and theoretical applications. From a practical standpoint, charisma can be helpful if you're trying to persuade people to do what you want them to."
Charisma represents a combination of communicative qualities that enable individuals to persuade others effectively. Rather than an innate trait, research demonstrates that charisma can be developed through practice and specific nonverbal behaviors. A study analyzing Shark Tank data found that increased smiling behavior correlates with 1.47 times higher likelihood of investment success. Charisma encompasses multiple nonverbal channels beyond smiling alone, including vocal qualities and physical presence. Understanding and cultivating these specific communicative elements has practical applications for sales, persuasion, and leadership contexts. The research reframes charisma from an mysterious personal quality to a measurable, trainable skill set.
Read at Psychology Today
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