Charismatic Leaders
For some time, I have had a theory about why certain "motivational gurus" are successful. The person that first comes to mind is Tony Robbins, of late-night infomercial fame. This guy has made millions selling his products, yet it's unclear exactly what he's selling (and why he's successful).
This research paper answers my question. The paper shows that leaders who are masters of positive emotional expression have the most impact on their followers. When a leader expresses positive emotion, a process of "mood contagion" takes place that lifts followers' spirits.
All this makes sense to me and gets to the core of what Tony Robbins and others are selling: a psychological pump-up. Robbins' advice is mostly common sense, dealing with focusing on your goals, modeling successful people, etc. I fail to see how this advice alone has led him to riches. It is more likely that his expressive style of communication lifts the moods of those listening to him, and this does indeed have value.
After all, we're all chasing positive moods, or what psychology calls "positive affect." This explains why the average person would much rather listen to Bill Clinton give a speech than George W. Bush, even if the words were exactly the same. One can arouse emotion fairly well and the other cannot.
Maybe Tony Robbins should run for office....


