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21 Cards in this Set
- Front
- Back
3 surprises in switch |
1. people problem=situation problem sometimes 2. laziness=exhaustion 3. resistance can be just a lack of clarity |
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3 ways to influence/persuade from switch |
1. Direct the rider 2. Motivate the elephant 3. shape the path |
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What does change require according to switch |
rational and emotional sides as well as a clearly developed path |
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Who wins between the elephant and the rider |
the elephant long term, the rider (rational) can only control the emotion for so long |
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Two ways to direct the rider |
1. focus on the bright spots/what IS working-too often the rider will focus on the problems 2. Script critical moves-people suffer decision paralysis and sometimes just need direct directions (durr)
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How to motivate the elephant |
1. find the feeling-show don't tell: Gloves example, M&M example 2. shrink the change 3. grow your people-make they jobs important, give them identity |
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Fixed mindset versus growth mindset |
Fixe mindset says change is hard, growth mindset says failure will happen but we will succeed |
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3 ways to shape the path- according to switch. |
tweak the environment-phones that don't work in motion build habits- make specific action triggers rally the herd TO YOUR ADVANTAGE NOT AGAINST YOU |
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ELM |
Elaboration Likelihood Model |
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ELM |
dual process theory how attitudes form and change |
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Central route-ELM |
Happens when the decision maker has a strong will and strong investment in the subject matter-they are willing to work through the dialogue and analyze to make their own decision |
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Peripheral route-ELM |
Individual has a low investment with the subject matter and is willing to rely on second party information |
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explain the charts-ELM |
The weaker a persons car about a subject is, the less the argument matters |
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Theory of Cognitive Dissonance |
According to cognitive dissonance theory, there is a tendency for individuals to seek consistency among their cognitions (i.e., beliefs, opinions). When there is an inconsistency between attitudes or behaviors (dissonance), something must change to eliminate the dissonance. |
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motivated to process info why? |
-personal relevance (does it affect me?) -accountability (do i need to know this information for something?) -need for cognition (do we just naturally process more then other people?) |
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ability to process depends on |
-repetition (if a msg is repeated a lot, we are more able to process it)-oral vs written (written is easier for us to process so we can re look at it)-prior knowledge (do we have prior knowledge that will help us process this info?) |
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construct differentiation |
deals with dissonance, the ability to see all sides of an issue to have less dissonance over it |
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transportation-imagery model |
our minds receive info best in narrative 1. Attributes of recipients: 2. Attributes of the text: ] 3. Attributes of the context: (ex: watching a movie at home is different than watching a movie in theaters) |
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7 coping strategies for dissonance |
change avoidance denial projection bolstering dissociation trancendence |
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attribution theory based off of |
based off of ideas that people choose things either because of who they are or their environment. bad you-environment, good you-character bad others-character, good others-environment |
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consistence tactics? |
foot in the door low ball bring up past behaviors getting written commitments |