1. Study suggests journaling inspires altruism through an attitude of gratitude

    January 4, 2018 by Ashley

    From the University of Oregon press release:

    Gratitude does more than help maintain good health. New research at the University of Oregon finds that regularly noting feelings of gratitude in a journal leads to increased altruism.


  2. Study suggests way to success for sales newbies

    September 5, 2017 by Ashley

    From the Michigan State University press release:

    Good news for novice salespeople worried about becoming successful: Expressing your gratitude to customers by going above and beyond your job description may be as effective as developing long-term relationships with them, indicates a first-of-its-kind study.

    The scientific investigation into both customer and salesperson gratitude, led by Michigan State University business scholar Stephanie Mangus, is particularly relevant as Millennials enter the workforce and become major consumers. Substantial evidence shows that Millennials, or those born between about 1980 and 2000, are emotionally driven buyers.

    Salespeople who control the emotional tone of their buyer-seller relationship tend to have an upper hand, Mangus said. And one way of controlling that emotional tone is for salespeople to express their gratitude to the customer in positive ways, which in turn can foster customer gratitude and loyalty.

    “We’re not saying you have to go out and hug your customer,” said Mangus, an assistant professor of marketing and an expert in business relationships. “All we’re saying is that you should take action on that emotion in a positive way, to put that emotion into practice. Maybe that’s one extra phone call to share a piece of information with your customer, or maybe that’s one extra call to the service department to make sure that customer doesn’t fall to the end of the list.”

    Mangus and colleagues studied salesperson and customer surveys in a business-to-business setting from a large transportation logistics firm. The study found that when salespeople did not go above and beyond, customer gratitude was low overall – and even lower in new relationships between salesperson and client (compared with long-term relationships).

    But when the salesperson did go above and beyond by expressing their gratitude through action, which the researchers call “extra-role behaviors,” customer gratitude shot up to the same high level for both new and long-term relationships.

    “There’s a general acceptance that the longer you’ve been in a business relationship, the more loyal that customer is to you and the more they’re going to buy from you,” Mangus said. “But what we found is that extra-role behaviors can sometimes take the place of that. So if you’re going above and beyond, it may not matter that it’s a newer or developing relationship.”

    And that’s great news for new and aspiring salespeople.

    “One of the big fears of our sales students is that, ‘Oh man, sales jobs are scary because I’m going to go out there and not have customers and not be able to make any money,” Mangus said. “But what new salespeople have is excitement, energy and passion to prove themselves. So if they are grateful for someone just willing to let them come in the door, and they engage in these extra-role behaviors, they can potentially get over the fact that they haven’t been a salesperson for 20 years and that they don’t have an ongoing relationship with this customer.”


  3. Study suggests expressing gratitude may enhance well-being

    April 22, 2017 by Ashley

    From the National Communication Association press release:

    Expressing gratitude has become trendy; these days, you can easily find a stock of gratitude journals and notebooks at your local stationery store or bookseller, or search for tips on how to express gratitude in your life.

    As it turns out, all this expression of gratitude is a good thing for our minds and bodies. In a new article in the National Communication Association’s Review of Communication, authors Stephen M. Yoshimura and Kassandra Berzins explore the connection between gratitude expression and psychological and physical well-being. As one might expect, positivity begets positive results for our well-being.

    What the authors write may seem obvious: “Gratitude consistently associates with many positive social, psychological, and health states, such as an increased likelihood of helping others, optimism, exercise, and reduced reports of physical symptoms.” However, the authors argue that not enough research has been done on the communication of gratitude and its effect on well-being, and they propose further avenues for analysis of gratitude messages and their impact.

    Expressions of gratitude are often a response to others’ acts of generosity — if you receive a gift from someone, or an act of kindness, you reciprocate by showing gratitude, sometimes publicly, to highlight the giver’s altruistic act. Gratitude is a different emotion from happiness because it so often stems from the actions of another individual. “To experience it, one must receive a message, and interpret the message,” the authors write.

    Numerous studies show that expressing and experiencing gratitude increases life satisfaction, vitality, hope, and optimism. Moreover, it contributes to decreased levels of depression, anxiety, envy, and job-related stress and burnout. Perhaps most intriguing is that people who experience and express gratitude have reported fewer symptoms of physical illness, more exercise, and better quality of sleep. Who wouldn’t be grateful for that?

    While the immediate effects of gratitude expression are clear, the authors argue that it also contributes to long-term success in relationships and personal well-being — “up to six months after a deliberate expression to one’s relationship’s partner.” Just as we periodically boost our immune systems through vaccines, we can boost our relationships and mental state by expressing gratitude to our partners on a regular basis. The authors leave us with a general health practice: Why not regularly communicate gratitude to enhance our social connectedness?