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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



3 ways to influence/persuade from switch

1. Direct the rider


2. Motivate the elephant


3. shape the path

What does change require according to switch

rational and emotional sides as well as a clearly developed path

Who wins between the elephant and the rider

the elephant long term, the rider (rational) can only control the emotion for so long

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)


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

Fixed mindset versus growth mindset

Fixe mindset says change is hard, growth mindset says failure will happen but we will succeed

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



ELM

Elaboration Likelihood Model

ELM

dual process theory


how attitudes form and change



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



Peripheral route-ELM

Individual has a low investment with the subject matter and is willing to rely on second party information

explain the charts-ELM

The weaker a persons car about a subject is, the less the argument matters

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.

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?)

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?)

construct differentiation

deals with dissonance, the ability to see all sides of an issue to have less dissonance over it

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)

7 coping strategies for dissonance

change


avoidance


denial


projection


bolstering


dissociation


trancendence

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

consistence tactics?

foot in the door


low ball


bring up past behaviors


getting written commitments