Thérèse Takacs introduced our speaker, Joni Avram, Founder of Cause & Effect Marketing, a unique consulting company that combines marketing with social science to build brands that are genuinely different. She is also a sessional lecturer at Ambrose University focussed on marketing. Her presentation to our club shared the results of a master’s dissertation focused on the role of positive emotion in building collaborative communications.
In her presentation, titled Elevation: The Key to Common Good, Ms. Avram described her mission statement as being “to promote the science of good.” She noted that many marketing campaigns had done more harm than good. For example, well-known “just say ‘No’ to drugs” messages have increased the likelihood that viewers of such messaging will try drugs. Similarly, many forms of sexual harassment training focus on awareness rather than prevention and only reinforce sexual stereotypes.
Ms. Avram’s presentation described how the goal of psychological and behavioural science is to understand and influence behaviour for good.
Within this field, her area of interest is elevation, the idea that seeing good deeds makes us want to do good deeds.
Feelings of elevation are different from gratitude, which draws you closer to a giver who does something for you, and from admiration, which elicits a desire for self-improvement in response to skill or talent in someone else.
Elevation, along with other positive emotions, can unlock change because it increases productivity by helping us see past our differences, boost resilience, and increase happiness and well-being. More importantly, positive emotions open us up and allow us to consider new ideas. Elevation produces a “broaden and build” effect.
The opposite of elevation is social disgust, a negative emotion, which strengthens ego boundaries, makes us defensive, separates us, and fuels polarization. Witnessing harmful deeds increases cynicism and hostility towards our peers.
Turning to the results of her master’s degree research, Ms. Avram observed that cooperative behaviour is more correlated with self-image and personal preference than with trust in strangers. Because of this, elevation appears to make people feel and behave generously, independent of their belief in the trustworthiness of others. The good news is that in a low-trust world, believing in others feels like the right thing to do, and people can change their behaviours without having to change their beliefs.
Rotarians can harness the power of elevation in the following ways. We can raise the levels of compassion, love, and harmony in the world by sharing stories of human good. We can stop the shame game. Shaming is a negative emotion that makes people feel devalued and causes people to make quick, unexamined decisions that fuel polarization.
We should also remember that offering grace and forgiveness leads to more grace and mercy and that we should celebrate our common humanity rather than our differences. Focussing on common ground promotes empathy, connection, and collaboration. Seeing people do the right thing makes others do the right thing, and this is how social norms change in positive ways.
Ms. Avram also warned us not to over-simplify because things are never as simple as we would like them to be. To assume otherwise may do more harm than good. She concluded her presentation by noting that elevation is contagious. Please pass it on!
Following a short question and answer presentation, Bill Hamilton thanked Ms. Avram for her most informative presentation.