---
title: "Attitude: what difference does it make? - Linus Murphy"
description: What the research on explanatory style and growth mindset actually
  supports, where it is weak, and how a senior team practises a useful attitude.
url: https://linusmurphy.com/guide/building-winning-teams/attitude-what-difference-does-it-make/
language: en-GB
type: article
author: Linus Murphy
author_url: https://linusmurphy.com/about/
---

[The 30-part series · Part 17 of 30](https://linusmurphy.com/guide/#series)

# Attitude: what difference does it make? Less than the posters claim, more than the cynics think

By [Linus Murphy](https://linusmurphy.com/about/) • 9 min read

Focus area 17: Attitude: what difference does it make?. [Chapter 8: Building winning teams](https://linusmurphy.com/guide/building-winning-teams/).

Part of the Executive Coaching Methodology: [Build the side that can win](https://linusmurphy.com/guide/#build-the-side)

![Sunrise breaking through storm clouds over an empty wet coastal road](https://linusmurphy.com/images/series/attitude-what-difference-does-it-make.webp)

The argument in brief

Attitude matters most in how a leader explains a setback, not in how cheerful they sound. A specific, temporary, owned explanation keeps people trying; a permanent, sweeping one makes them quit. Treat it as a practised skill, not a personality trait or a slogan.

The same miss can be explained as permanent and sweeping, or as temporary and specific. The second keeps the team trying while still owning the miss.

Every leadership team I work with eventually has the attitude conversation. A quarter goes badly, a big client walks, a launch slips, and someone at the table says the team needs a better attitude. Everyone nods. Nobody knows what to do differently on Monday.

The trouble is that attitude has been sold to executives as a mood. Be positive. Believe. Want it more. That version is easy to say and impossible to check, and senior people are rightly suspicious of it. Tell a tired finance director to be more positive about a broken forecast and you have taught them that you do not want the truth.

My position is narrower. Attitude matters most in one place: how a leader explains a setback. An explanation that is specific, temporary and owned keeps people trying. An explanation that is permanent and sweeping makes them quit, sometimes literally. That is a practised skill, not a personality trait, and it can be heard in the minutes of a meeting.

This is the second of three deeper pieces under [Building winning teams](https://linusmurphy.com/guide/building-winning-teams/). The chapter argues that attitude can recover a miss but cannot replace the wrong people, a dishonest strategy or a week nobody designed. Here I want to look at what the research actually supports, because this is a field full of claims that do not survive a careful read.

## What the research supports

The strongest evidence on attitude at work is older and less fashionable than growth mindset. It comes from Martin Seligman’s work on explanatory style: the habitual way a person explains bad events.

In 1986 Seligman and Peter Schulman studied life insurance agents, a job built on rejection. They measured how agents explained bad events using the Attributional Style Questionnaire. In a study of 94 experienced agents, [those in the more optimistic half sold 37% more insurance in their first two years](https://ppc.sas.upenn.edu/sites/default/files/predictproductivity.pdf) than those in the more pessimistic half. In a second study following 103 newly hired agents for a year, [the more optimistic half stayed in the job at twice the rate](https://ppc.sas.upenn.edu/sites/default/files/predictproductivity.pdf) and sold more. In that sample, [58% of agents dropped out in the first year](https://ppc.sas.upenn.edu/sites/default/files/predictproductivity.pdf), which tells you how much bad news the job contains.

The mechanism matters more than the headline. The model behind the study holds that people who explain bad events as internal, stable and global are more likely to give up when bad events arrive. In plain language: *it is me, it will always be like this, and it ruins everything.* Explanatory style did not make bad events disappear. It changed what people did next.

Two cautions belong right next to that finding. It is one occupation and a correlational design, and the authors themselves noted that the effect probably runs both ways: success can improve explanatory style as well as the other way round. I use it as a well-built signal, not a law.

## What the research does not support

Growth mindset is the version of attitude most leaders have heard of. The idea, from Carol Dweck’s research, is that people who believe ability can be developed do better than people who believe it is fixed. It became a staple of schools and leadership programmes. The evidence since then deserves to be stated fairly, because both the enthusiasts and the debunkers tend to overstate it.

A 2018 pair of meta-analyses led by Victoria Sisk looked at [273 studies covering 365,915 people on the link between mindset and achievement, and 43 studies covering 57,155 people on mindset interventions](https://pubmed.ncbi.nlm.nih.gov/29505339/). Overall effects were weak in both. There was some support for the idea that students from lower socioeconomic backgrounds or who were academically at risk might benefit.

A 2019 study in Nature by David Yeager and colleagues tested a short online intervention, under an hour, in a nationally representative US sample. It [improved grades among lower-achieving students and increased enrolment in advanced mathematics](https://www.nature.com/articles/s41586-019-1466-y), and the effect depended on context: it held where peer norms supported the message.

Then in 2023 Psychological Bulletin published two meta-analyses that read the same field differently. Brooke Macnamara and Alexander Burgoyne reviewed 63 studies and found [a small overall effect that was not significant after correcting for publication bias, and no significant effect in the six highest-quality studies](https://pubmed.ncbi.nlm.nih.gov/36326645/). They also reported that authors with a financial interest in positive findings published larger effects. Jeni Burnette and colleagues, looking at 53 samples, found [modest positive effects when interventions were well delivered to the groups expected to benefit most](https://pubmed.ncbi.nlm.nih.gov/36227318/), with wide variation from one study to the next.

My reading of that debate is this. A one-off mindset intervention is unlikely to change much for most people. Where it helps, it helps specific groups, when the surrounding environment backs it up. Almost all of this evidence comes from students, not executives. Anyone selling a mindset workshop as a performance lever for a senior team is ahead of the data.

The finding I find most useful for leaders is about organisations, not individuals. Elizabeth Canning, Carol Dweck, Jennifer Chatman and colleagues studied how companies signal whether they see talent as fixed or developable. In a survey of more than 500 employees at seven Fortune 1000 companies, [people who saw their employer as endorsing a fixed view of talent reported less collaboration, innovation and integrity, and lower trust and commitment](https://pubmed.ncbi.nlm.nih.gov/31502926/). That is not a workshop effect. It is a culture effect, shaped by who gets promoted, how mistakes are treated and what leaders say after a miss.

## The practice: explaining a setback

The focus area this article sits under asks for attribution shifts and solution-oriented language, practised until optimism becomes a strategic advantage rather than naive cheerleading. Here is how I make that concrete with a leadership team.

After any material miss, the leader’s first explanation sets the tone for everyone else. I ask the team to check that explanation against three questions before it leaves the room.

| Question | Explanation that makes people quit | Explanation that keeps them trying |
| --- | --- | --- |
| How long will this last? | We always lose these deals | We lost this one, at this stage, for this reason |
| How far does it spread? | Our sales function is broken | Our proposal process for public-sector bids is broken |
| What do we own? | The market turned against us, nothing we could do | The market moved, and we saw it late. That part is ours |
| What happens next? | We need to want it more | We change the bid review and test it on the next two |

Notice what the right-hand column does not do. It does not blame the market to protect feelings, and it does not pretend the miss was small. In my experience, senior teams get this wrong in two directions. Some explain every miss as permanent and personal, and slowly stop taking risks. Others explain every miss as bad luck, and never learn. The useful attitude sits between them: own the part that is yours, keep the explanation specific, and attach a next step.

The practical behaviour is simple. In the next review of a miss, write the leader’s explanation in the minutes word for word. Then ask the room whether it is permanent or temporary, sweeping or specific, owned or deflected. After a month of doing that, people start to edit their own explanations before they speak.

Language matters here, but not as a script. I listen for words like *always*, *never*, *everyone* and *nothing*. They are usually a sign that an explanation has become permanent or sweeping. I also listen for *we need to want it more*, which is usually a sign that nobody has worked out what to change.

## Arguments

### The case for

The case for taking attitude seriously rests on the explanatory style research and on how organisations shape it. Seligman and Schulman found that how people explain bad events predicted both sales and survival in a job full of rejection. The Canning study suggests that what a company signals about talent is linked to trust, collaboration and commitment. Senior leaders face a version of the insurance agent’s week every quarter: deals lost, bets that fail, people who leave. A team that explains those events well keeps trying for longer, and learns faster while it does.

### The case against

The serious objection is that this is a field with a replication problem. The growth mindset story was told with far more confidence than the evidence later supported, and the 2023 Macnamara and Burgoyne review suggests some of the early enthusiasm came from weak designs and interested authors. Why trust any of it?

A second objection is that attitude talk shifts responsibility onto employees. If the strategy is wrong or the workload is impossible, asking people to explain setbacks better is a way of avoiding the real fix. Sometimes that is exactly what is happening, and when it is, the pessimistic explanation is the accurate one.

A third is that optimism can make leaders worse at forecasting. Teams that are encouraged to see setbacks as temporary may miss the moment when a problem has become structural.

### Where I stand

I accept all three objections, and they shape how I use the idea. I do not run mindset programmes. I do not ask anyone to feel more positive. I work on one observable thing: the explanation a leader gives after a miss, checked for accuracy first and then for whether it is specific, temporary and owned. If the accurate explanation is that something is structurally broken, that is the right attitude too.

In my [7-step coaching process](https://linusmurphy.com/services/impactful-leadership-7-step-executive-coaching-process/), this sits in step two, Awareness, where we identify mindset gaps and how a leader’s words land with the team, and in step five, Improvement, where the observe, adjust, advance loop is applied to live reviews of real misses. It is usually one-to-one work first, through [executive coaching](https://linusmurphy.com/services/executive-coaching/), because the CEO’s explanation sets the pattern for everyone else.

## A practical exercise

Use this over the next four weeks with your leadership team.

1.  **Collect.** Pick the last three material misses. Find the first explanation each leader gave, in an email, minutes or board pack.
2.  **Score.** For each one, mark whether it was permanent or temporary, sweeping or specific, owned or deflected. Do not score people, score sentences.
3.  **Rewrite.** Rewrite each explanation so it is accurate, owned, specific and temporary where the facts allow. Add one next step with a date.
4.  **Practise live.** In the next review of a miss, the person presenting writes their explanation down before the meeting and checks it against the three questions.
5.  **Review.** After four weeks, compare the minutes. Are the explanations shorter? Are next steps clearer? Did anyone stop saying *always*?

Questions to reflect on:

-   When my last big bet failed, what did I tell the team it meant?
-   Which of my words would a team member repeat at home after a bad quarter?
-   Where do we treat talent here as fixed, through promotion or how we talk about people?
-   Have we ever asked for a better attitude when what we needed was a better plan?
-   Who on my team explains setbacks well, and what could others learn from them?

## Where to go next

Attitude only works on top of values the team actually holds, which is why the first piece in this chapter is about [core values of winning teams](https://linusmurphy.com/guide/building-winning-teams/core-values-of-winning-teams/). The third, on how to [build high-performance teams](https://linusmurphy.com/guide/building-winning-teams/build-high-performance-teams/), looks at the operating rhythm that makes a good attitude easier to sustain. When the problem is not one miss but a long run of them, the piece on how to [deal with discouragement](https://linusmurphy.com/guide/the-price-tag-of-leadership/deal-with-discouragement/) goes further, and the piece on [counting the cost of leadership](https://linusmurphy.com/guide/the-price-tag-of-leadership/counting-the-cost-of-leadership/) covers the load side.

Bike racing is a sport where almost everyone loses almost every race. What separates the riders who last is rarely mood. It is how they explain the last defeat to themselves and what they change before the next one. I write about that translation on the [elite sport to boardroom](https://linusmurphy.com/services/from-elite-sport-to-the-boardroom/) page and in [what elite sport taught me about boardroom performance](https://linusmurphy.com/articles/what-elite-sport-taught-me-about-boardroom-performance/). If you want to look at how your own team explains its misses, [book a 30-minute strategy call](https://linusmurphy.com/contact/).

Where this came from

The serious research on attitude starts with Martin Seligman’s work on learned helplessness in the late 1960s. In 1978 Lyn Abramson, Seligman and John Teasdale reframed it around explanatory style: whether people explain bad events as internal, stable and global. In 1986 Seligman and Peter Schulman took the idea into the workplace, studying life insurance agents who face rejection every day. A separate strand, Carol Dweck’s work on implicit theories of ability, became the popular idea of growth mindset. Since 2018 large meta-analyses have tested both the claims and the interventions, and the honest picture is narrower than the bestsellers suggested.

Source: [Explanatory Style as a Predictor of Productivity and Quitting Among Life Insurance Sales Agents](https://ppc.sas.upenn.edu/sites/default/files/predictproductivity.pdf)

## Questions I am asked

**Is a positive attitude really a competitive advantage for a leadership team?**

A particular kind is. I do not mean cheerfulness. I mean the habit of explaining a setback in a way that is accurate, owned and specific, so the team can see what to change. That habit keeps people trying when the work involves a lot of rejection or failure. Forced positivity does the opposite: it tells people the leader is not hearing the truth.

**Does growth mindset training work for executives?**

I would not buy a growth mindset workshop for a senior team. Most of the evidence comes from students, and the best recent reviews find small or uncertain effects for one-off interventions. What does seem to matter is the message an organisation sends about whether talent is fixed or can grow, and that is shaped by promotion, feedback and how leaders talk about mistakes.

**How is this different from telling people to stay positive?**

Telling people to stay positive asks them to change a feeling. I ask a team to change an explanation. After a miss, we write down what happened, what part we own, what is specific to this case and what will be different next time. That is a discipline you can check in the minutes. A mood is not.

**Can a leader be too optimistic?**

Yes. Optimism that ignores evidence is just a forecasting error. The useful version keeps the facts hard and the explanation workable. If a business line is structurally broken, saying so plainly is the right attitude. The skill is not to turn that into a story that everything is broken and nothing can change.

## Sources

1.  [Explanatory Style as a Predictor of Productivity and Quitting Among Life Insurance Sales Agents](https://ppc.sas.upenn.edu/sites/default/files/predictproductivity.pdf) — Journal of Personality and Social Psychology (University of Pennsylvania copy), 1986
2.  [To What Extent and Under Which Circumstances Are Growth Mind-Sets Important to Academic Achievement? Two Meta-Analyses](https://pubmed.ncbi.nlm.nih.gov/29505339/) — Psychological Science (PubMed), April 2018
3.  [A national experiment reveals where a growth mindset improves achievement](https://www.nature.com/articles/s41586-019-1466-y) — Nature, 7 August 2019
4.  [Do growth mindset interventions impact students’ academic achievement? A systematic review and meta-analysis with recommendations for best practices](https://pubmed.ncbi.nlm.nih.gov/36326645/) — Psychological Bulletin (PubMed), March 2023
5.  [A systematic review and meta-analysis of growth mindset interventions: For whom, how, and why might such interventions work?](https://pubmed.ncbi.nlm.nih.gov/36227318/) — Psychological Bulletin (PubMed), March 2023
6.  [Cultures of Genius at Work: Organizational Mindsets Predict Cultural Norms, Trust, and Commitment](https://pubmed.ncbi.nlm.nih.gov/31502926/) — Personality and Social Psychology Bulletin (PubMed), April 2020

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**[Linus Murphy](https://linusmurphy.com/about/)**

Elite executive coach. Linus spent 25+ years as a CEO in technology and services, where the businesses he led averaged 45% annual growth, and has coached hundreds of people from more than 20 countries. He is a former Irish National Cycling Champion.

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## Related parts

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