THE PYGMALION EFFECT (Echo effect or mirror effect) by Zig Ziglar in his book Top Performance. )
Expectation can influence behavior: therefore, a manager may get better staff performance if he expects better performance. The behavioral phenomenon is called the Pygmalion effect…according to Greek mythology, Pygmalion was a sculptor and a king of Cyprus who fell in love with one of his creations. The ivory statue was created out of desire of his own expectations. After Pygmalion’s repeated prayers to the gods, Venus gave life to the statue… the concept rests on the premises that what we see reflected in many objects, situations, or persons is what we put there with our own expectations. We create images of how things should be, and if these images are believed, they become self fulfilling prophesies.The evidenceThe feelings and tones, which are around us, can be changed if we work to change them by sending out the kind of signal we want reflected of echoed. Comedians as well as dramatic performers succeed in creating this kind of mood or atmosphere they want to prevail by sending the kind of signals they want mirrored or echoed. …“once you begin laughing,” a drama coach explains, “it is easy to continue, for the action and emotion mutually stimulates each other…”We all have an audience of individuals and colleagues whose day, including their moods, feelings and dispositions, will be influenced by the way we start it. Hence, sales managers are perhaps the most important “signal generators “for field salesmen and the expectation for the manager will profoundly affect the performance of sales people he leads and supervises.