Influencer Book Summary

Front 1

Definition of Influence?

Back 1

Changing hearts, minds, and behavior
to produce meaningful, sustainable results.

Front 2

Key aspects of the influencer model?

Back 2

1) Clarifying measurable results,
2) Finding vital behaviors and
3) Analyzing six sources of influence.

Front 3

Reasons why most change efforts fail?

Back 3

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.

Front 4

Difference between influence and persuasion?

Back 4

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.

Front 5

Fundamental attribution error?

Back 5

Mistake of assuming that people do things for one specific reason.

Front 6

Identifying effective results?

Back 6

Specific
Measurable
Relevant
Time-bound

Front 7

Three strategies for finding vital behaviors?

Back 7

1) Insist on vital behaviors
2) Identify crucial moments
3) Study positive deviance

Front 8

Positive deviance?

Back 8

Studying those who succeed where most others fail.
Finding the exceptions.
Research, research, research

Front 9

Questions relating to motivation and ability?

Back 9

Is is worth it?
Can I do it?

Front 10

Six sources of influence?

Back 10

1) Personal motiviation
2) Personal ability
3) Social motivation
4) Social ability
5) Structural motivation
6) Structural ability

Front 11

One of the best quotes in the book?

Back 11

Your world is perfectly organized to create the behavior you're currently experiencing.

Front 12

Bandura's Work?

Back 12

1) Self-efficacy
2) Social learning theory

Front 13

Change is tough....yes, but you can dramatically improve your chances of success when you have a _________.

Back 13

Model

Front 14

Step 1: Clarify Measurable Results....
Big Questions: What? Why? When?

Back 14

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) Timebound....it comes with a completion date

Front 15

Step 2: Find Vital Behaviors....

Back 15

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.

Front 16

Finding vital behaviors with larger projects?

Back 16

Check with local experts.
Scan best and most cited articles and research.
Search the internet for most-cited experts.
Perform a culture assessment.

Front 17

Finding vital behaviors with smaller projects?

Back 17

Determine crucial moments.
Find the behaviors in those moments that will affect your results.
Conduct mini-experiments (test the vital behaviors).

Front 18

Primary question for Source 1: Personl Motivation

Back 18

Do they want to engage in the behavior?

Front 19

Primary question for Source 2: Personal Ability

Back 19

Do they have the knowledge, skills, and strengths
to do the right thing even when it's hardest?

Front 20

Primary question for Source 3: Social Motivation

Back 20

Are other people enouraging the right behavior and discouraging the wrong behavior?

Front 21

Primary question for Source 4: Social Ability

Back 21

Do others provide the help, information, and resources
required at particular times?

Front 22

Primary question for Source 5: Structural Motivation

Back 22

Are rewards, pay, promotions, performance reviews, perks, or costs encouraging the right behaviors or discouraging the wrong behaviors?

Front 23

Primary question for Source 6: Structural Ability

Back 23

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?

Front 24

Bandura: Efficacy is the foundation of what three things?

Back 24

Aspiration
Motivation
Achievement