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24 Cards in this Set

  • Front
  • Back
Definition of Influence?
Changing hearts, minds, and behavior
to produce meaningful, sustainable results.
Key aspects of the influencer model?
1) Clarifying measurable results,
2) Finding vital behaviors and
3) Analyzing six sources of influence.
Reasons why most change efforts fail?
1) They look at only one source of influence,
2) They don't focus on vital behaviors,
3) They don't identify crucial moments when the right choices matter.
Difference between influence and persuasion?
Persuasion is short term and often involves getting verbal agreement or support.

Influence is a long term approach that requires changing hearts, minds, and actions.
Fundamental attribution error?
Mistake of assuming that people do things for one specific reason.
Identifying effective results?
Three strategies for finding vital behaviors?
1) Insist on vital behaviors
2) Identify crucial moments
3) Study positive deviance
Positive deviance?
Studying those who succeed where most others fail.
Finding the exceptions.
Research, research, research
Questions relating to motivation and ability?
Is is worth it?
Can I do it?
Six sources of influence?
1) Personal motiviation
2) Personal ability
3) Social motivation
4) Social ability
5) Structural motivation
6) Structural ability
One of the best quotes in the book?
Your world is perfectly organized to create the behavior you're currently experiencing.
Bandura's Work?
1) Self-efficacy
2) Social learning theory
Change is tough....yes, but you can dramatically improve your chances of success when you have a _________.
Step 1: Clarify Measurable Results....
Big Questions: What? Why? When?
Must clarify 1) What you want,
2) Why you want it, and
3) When you want it.
In other words:
1) Specific and measurable....quantitative, not qualitative
2) What you really want....the outcome matters
3) comes with a completion date
Step 2: Find Vital Behaviors....
Behaviors are not actions.
Behaviors are not results or qualities.
Not all behaviors are equal.
Only a few are genuinely vital.
Some is not a number.
Soon is not a time.
Finding vital behaviors with larger projects?
Check with local experts.
Scan best and most cited articles and research.
Search the internet for most-cited experts.
Perform a culture assessment.
Finding vital behaviors with smaller projects?
Determine crucial moments.
Find the behaviors in those moments that will affect your results.
Conduct mini-experiments (test the vital behaviors).
Primary question for Source 1: Personl Motivation
Do they want to engage in the behavior?
Primary question for Source 2: Personal Ability
Do they have the knowledge, skills, and strengths
to do the right thing even when it's hardest?
Primary question for Source 3: Social Motivation
Are other people enouraging the right behavior and discouraging the wrong behavior?
Primary question for Source 4: Social Ability
Do others provide the help, information, and resources
required at particular times?
Primary question for Source 5: Structural Motivation
Are rewards, pay, promotions, performance reviews, perks, or costs encouraging the right behaviors or discouraging the wrong behaviors?
Primary question for Source 6: Structural Ability
Are there enough cues to stay on course?
Does the environment (tools, facilities, information, reports, proximity to others, policies) enable the right behaviors or discourage the wrong behaviors?
Bandura: Efficacy is the foundation of what three things?