The Likeability Factor

Sanders, Tim
April 2006
Likeability Factor - Business Book Summaries;2006, Vol. 1 Issue 1, p1
Book Summary
Book Summary
The Likeability Factor defines "likeability" as "an ability to create positive attitudes in other people through the delivery of emotional and physical benefits." People with high likeability ratings (L-factors) generate positive feelings in others and, in doing so, improve their own lives. In large part, the decisions other people make about a person determine his/her life path. In fact, much of one's life is spent trying to get other people to choose him or her. For example, will the love of one's life accept his/her marriage proposal? Which person will be chosen for a coveted promotion? Who will receive a larger bonus or pay raise from a limited pool of funds? Author Tim Sanders cites numerous research studies which support his theory that, when faced with a choice among various individuals, people choose whom they like. Likeability works; unlikeability does not, even though it may have in the past. One reason likeability is so crucial in the twenty-first century is because we live in a world of abundance and enjoy more options than did our parents/grandparents. In the 1950s, people often remained in less than satisfying jobs because there were no other options. Today, technology has made the world into a global marketplace. If someone is unhappy in their present job, he or she can surf one of the many Web sites that provide thousands of employment opportunities, or post their resumes on-line. The same is true for vendors. Increased competition, resulting from global competition made possible by technological advances, demands that vendors be "nicer" than they may have been in the past. In the past, job success was based on security; today, it is based on freedom, self-fulfillment, and happiness. likeability can be broken down into four components: friendliness, relevance, empathy, and realness. Awareness of and careful development of these components can dramatically increase anyone's L-factor and, thus, their success.


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