Index
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A
Ability:
as source of influence, 77
structural, 77, 78, 81, 219-232
Accountability, 216
Action, connecting values and, 95-98
After-the-fact treatment, avoidance vs., 9
AIDS (See HIV/AIDS)
Alcohol abuse, 199
Amygdala, 130-132
Approval of others, reliance on, 141-142
Arrested development, 121-129
Aversive therapy, 88
Avoidance, after-the-fact treatment vs., 9
B
Bacon, Roger, 123
Bandura, Albert, 18-20
dehumanization studies by, 101-102
on feedback to build self-confidence, 127-128
and linking of actions to values, 97, 98
mind-changing theory of, 45-49
vicarious experiences used by, 53
and will as fixed trait, 117
Bangladesh, business startup loans in, 171-172, 202-203, 241-242
Becoming an influencer, 253-272
by adding sources, 257-264
by diagnosing changes, 258-259
example of, 265-271
by finding vital behaviors, 257
by making change inevitable, 264
by studying examples, 253-256
Behavior(s):
changed thinking and changes in, 20
choosing, 49
essential questions for changing, 50, 63
focus on, 27-28
impact of physical environment on, 222
meaning of term, 26
outcomes vs., 26-28
recovery, 37-40
shaped by observation, 18-20 (See also Vital behaviors)
Behavioral science, 4-5
Behaviorism, 18
Bell Labs, 240
Bennis, Warren, 13
Berwick, Don:
and dehumanization of people, 102-103
learning from, 254-255
on motivation, 109
peer pressure used by, 149
praise used by, 163-164
stories used by, 67-70
Best-practice research, 31, 257
Bethlehem Steel, 243
Bing Nursery School, 194-196
Blind spots, 188-189
Boyle, Tom, 187
Bride abductions (Ethiopia), 214-216
Bronfman, Edgar, 244
Business incubators, 187
Business startup loans, 168-174, 202-203, 241-242
C
Calendared events, 250-251
Carter, Jimmy, 70, 232-233, 244-245
The Carter Center, 16, 35, 36, 38, 41, 70-71, 232, 244-245, 255
Cause and effect, 49
CDC (See Centers for Disease Control and Prevention)
Cedars-Sinai Medical Center, 204-205
Centers for Disease Control and Prevention (CDC), 41
Change targets, 63
Changing others’ minds, 45-72
Bandura’s theory for, 46-48
concepts underlying, 49-53
by creating profound vicarious experiences, 53-57
persuasion vs. field trips for, 51-53
with stories, 57-70
China, health practices in, 150-151
Choice, honoring, 104-107
Classical conditioning, 87-88
Coaching, 188-189
Cocaine addiction, 199-200
Cognitive reappraisal, 134
Combating AIDS (Everett Rogers and Arvind Singhal), 56
Concentration, 123
Conclusions, testing, 40-41
Confrontations:
crucial, 30, 34, 39, 40, 267-268
as motivators, 105
practicing, 120-121
social capital in, 178-180
Containerized shipping, 228-229
Conversations, crucial, 30, 34, 39, 40, 267-268
Cool (“know”) system, 130-131, 134
Coping, 8-9
Coughlin, Natalie, 124
Coward, Noel, 193
Crime reduction:
in New York City, 224
in North Carolina, 211-213, 260-261
Crucial conversations/confrontations, 34
at Delancey, 30
in Six Sigma application, 39-40
as vital behavior, 267-268
Csikszentmihalyi, Mihalyi, 92
Culture of social support, creating, 161-164
Cystic fibrosis treatment, 258-259
D
Data stream, accuracy of, 230-235
Davis, Michael, 95
Dehumanization, 101-103
Delancey Street Foundation, 13-15
connecting values and behavior at, 99-100
creating new experiences at, 89-91
Games ritual at, 250-251
goals at, 128
learning from, 253-254
making right behavior easier at, 245-246
personal motivation at, 85-86
propinquity at, 237-238
risk faced at, 184-187
small rewards used at, 203-204
social support created at, 161-163
vital behaviors at, 28-30
Delayed gratification, 115-118, 132-133, 263
Deliberate practice, 118-119, 122-129
complete attention for, 123
immediate feedback for, 123-125
of interpersonal skills, 263
mini goals in, 125-128
setbacks in, 128-129
Deming, W. Edwards, 23
Denton, Henry, 26
and environmental changes, 226-227
personal ability of, 112-114
recovery behaviors for, 42-43
social support for, 180-181
vital behaviors identified by, 41-42
Dining tables, 238-239
Disablers, 181
Donne, John, 181
Dowry practice, 241
Dweck, Carol, 114
E
Early adopters, 148
Efficiency principles, 242-243
E.I. DuPont Company, 244-245
Emerson, Ralph Waldo, 75
Emery Air Freight, 228-229
Emotional skills, personal ability and, 129-135
Empathy, 62-63
Enablers, 181
Entertainment education, 15-16 (See also specific programs)
opinion leaders in, 149-150
radio programs, 54-55, 62-63, 150, 157-158, 215-216
stories, 57-70
television programs, 15, 53-54, 179
Environment, changing (See Structural ability)
Ericsson, Anders, 118, 119, 122
Ethopian bride abductions, 214-216
Expectations, 49-50
Experiences:
combining stories and, 67-70
creating, 89-92
surrogate for, 53 (See also Vicarious experience)
F
Facts, credibility of stories vs., 60-61
Failure, means/ends confusion in, 27
Family planning messages, 57
Farmers, influencing crop choices of, 145-149
Fears, overcoming, 46-48
Feedback, 92
to cover blind spots, 188-189
in deliberate practice, 124-125
Festinger, Leon, 236
Field trips, 51-53
Flow, 92
Fogassi, Leonardo, 62
Ford Motor Company, 97-98
Frequent flyer miles, 200
Friedman, Bill, 248-249
Fundamental attribution error, 112
G
Gallese, Vittorio, 62
Galton, Francis, 174-175
Gama, Vasco de, 147
Gambling casinos, 248-249
Games, making new experiences into, 92
Gauvreau, Emile Henry, 137
General Electric, 75
Gilbert, Daniel, 89
Gioia, Dennis, 97-98
“Go” (hot) system, 129-131, 134
Goals:
in deliberate practice, 125-128
ever-more challenging, 92
Gowon, General, 70-71
Graham, Ginger, 106-109
Grameen Bank, 172-173, 183, 241
Group solidarity, 189-191
Groups, intelligence of, 174-175
Guinea worm disease, 16-17
changing minds about, 70-71
data stream for, 232-234
learning from treatment of, 255-256
making change inevitable, 75
making good choices easier, 244-245
and opinion leaders, 149
positive deviance in, 35-36
and recovery behaviors, 37-38
sources of influence, 79-81
H
Health care, 36-37
best practice for, 263
in China, 150-151
coaching in, 188
cost control in, 229
making right behaviors easier in, 247
100,000 lives campaign, 68-70, 102-103, 149, 254-255 (See also specific conditions, e.g.: Hospital infections)
Hewlett-Packard, 239-240
Higgins, Stephen, 199
High-leverage behaviors (See Vital behaviors)
HIV/AIDS, 8-9
in Thailand, 24-28, 120-121, 190-191
Hopkins, Donald:
environmental changes made by, 232, 233
learning from, 255-256
peer pressure used by, 149
vital behaviors identified by, 16, 17
Hospital infections, 158-159, 204-205, 229-230
Hot (“go”) system, 129-131, 134
Human consequences, spotlighting, 100-104
I
IHI (See Institute for Healthcare Improvement)
Imai, Masaaki, 208
India, business startup loans in, 168-171, 173-174
Individuals, power of, 142-145
combinations of, 76
single-source, 75-76
value-neutral nature of, 21 (See also Becoming an influencer)
Information, visibility of, 230-235
Innovators, 148
Institute for Healthcare Improvement (IHI), 67-68, 149
Interdependence, 182-183
Interpersonal skills, practice of, 119-121, 263
Interviewing, motivational, 105-106
Intrinsic satisfaction, 84 (See also Personal motivation)
J
Japhet, Garth, 178-180
Jess, 176-178
Johns Hopkins Hospital, 199
K
Kaizen (Masaaki Imai), 208
Kelling, George, 224
Kerr, Steve, 209
King, Josie, 68-69
“Know” (cool) system, 130-131, 134-135, 138
L
Labels, 103
Lancaster, John, 147
Langer, Ellen, 95
Leaders:
influencing, 145
opinion leaders, 145-152
social support encouraged by, 164
Learned Helplessness (Martin Seligman), 211
Lepper, Mark, 196-198
Lifeguard behavior, 6
Lloyd, William Forster, 189
Lund, Robert, 95-96
M
Making change inevitable, 75-81, 264
and six sources of influence, 77-81
using physical environment for, 249-251
Manufacturing efficiency, 51-53, 64-65
Mao Zedong, 150-151
Marriage, critical behaviors in, 28, 149
Martin, Demetri, 196
Martin, Joanne, 60
Milgram, Stanley, 138-143
Miller, Mike, 15
Miller, William, 104-106
Mini goals, 125-128
Minyans (Delancey), 185-186
Mirror neurons, 62-63
Mischel, Walter, 115-117, 132-133
Mistrust, 59-60
Modeling (See Vicarious experience)
Moral disengagement, 97-98, 103-104
Moral thinking, 95-98
Motivation:
creating, 93-100
mini goals for, 127
multiple sources of, 261-262
as source of influence, 77-78
with stories, 61-63
structural, 77, 78, 80, 193-217
Motivational interviewing, 105-106
Murthy, Rekha, 230
N
National Restaurant Association, 220, 221
National Weight Control Registry, 42
Negative reinforcement studies, 138-143
Network quotient (NQ), 187
Networks of relationships, 174-175
New York City, crime reduction in, 224
North Carolina, crime reduction in, 211-213, 260-261
NQ (network quotient), 187
O
Observation, behavior shaped by, 18-20
Oil fields workers, 214
100,000 lives campaign, 68-70, 102-103, 149, 254-255
Opinion leader(s), 145-152
engaging, 151-152
in entertainment, 150
innovators vs. early adopters, 148-149
qualities of, 154
Ouchi, Bill, 239
Outcomes:
connecting behavior to, 101
processes vs., 126
vicarious experience of, 53
Overjustification hypothesis, 195
P
Pain, changing to pleasure from, 86-88
Palmer, Arnold, 111
Peck, M. Scott, 86-87
Peele, Stanton, 98–99
Peer pressure (See Social motivation)
Perelman, Grigori, 93-94
Perfect practice, 118-119
Personal ability, 77-80, 111-136
as basis of will, 115-118
deliberate practice for, 121-129
and emotional skills, 129-135
growth mindset for, 114
role of practice in, 118-121
Personal experiences:
as cognitive map changers, 51
social support for, 152-153
Personal motivation, 77-79, 83-109
creating new experiences for, 89-92
creating new motives for, 93-100
from honoring choice, 104-107
from making pain pleasurable, 86-88
spotlighting human consequences for, 100-104
Physical environment (See Structural ability)
Pleasure, changing pain to, 86-88
Poincare Conjecture, 94
Positive deviance, 35-37, 41-43, 257
Practice:
deliberate, 118-119, 122-129, 263
perfect, 118-119
and personal ability, 118-121
at Delancey, 161-162
need for, 163
punishment vs., 33
Price, Ray, 60
Productivity, as taboo topic, 155-157
Progress, proof of, 127
Propinquity, 235-242
Punishment, 210-216
at Delancey, 161-162
emotional effects of, 211
praise vs., 33
providing warnings of, 211-213
R
Racist behavior, 216
Radio programs:
Tinka, Tinka Sukh, 150, 157-158
Twende na Wakati, 54-55, 62-63
Yeken Kignit, 215
Rama IX, King of Thailand, 24
Rattine-Flaherty, Elizabeth, 58
Recovery behaviors, 37-40
Redwoods Insurance, 6
Representative heuristic, 231
Resiliency, 128-129
Restaurant employee conflicts, 220-222
Results:
connecting behavior to, 101
rewarding, 205-207
Rewards, 33
for activities already enjoyed, 194-195
size of, 201-205
symbolic, 201-203
as third step in strategy, 194-198
for vital behaviors, 205-210
wise use of, 198-201
Risk, social capital and, 184-185
Rituals, 250-251
Rizzolatti, Giacomo, 62
Rogers, Will, 45
Rojanapithayakorn, Wiwat, 23-28, 120-121, 190-191
Ross, Lee, 112
Ruiz-Tiben, Ernesto, 233
S
Sabido, Miguel, 15-16, 53-54, 91
Saving money, 209
Scared Straight program, 65-66
Scheduled events, 250-251
Self-discipline, 114-118
Self-esteem, 100
Seligman, Martin, 211
Sense of self, connecting to, 93-94
Serenity trap, 4-5
Shakes, Ronnie, 253
Shared norms, 154-160
calendared events used by, 250
and connecting values and behavior, 99-100
and creation of new experiences, 89-91
and making right behavior easier, 245-246
and personal motivation, 85-86
and propinquity, 237
risk faced by, 184-185
small rewards used by, 203-204
social support created by, 161-163, 165
sources of influence used by, 260
vital behaviors targeted by, 29-30
Silence, conspiracies of, 159-160 (See also Shared norms)
Silka, Paul, 205
Singhal, Arvind:
and models for behavior change, 56
and Soul City program, 179
study of Tinka, Tinka Sukh by, 150, 157
Single-source strategies, 75-76
Six Sigma training, 38-41
Skills (See Ability)
SKS, 168
Small business startups, 168-174, 202-203, 240-241
Snakes, fear of, 46-48
Social ability, 77, 78, 80, 167-192
and investment in social capital, 175-191
and power of social capital, 174-175
when others are part of the problem, 176-181
when you can’t succeed on your own, 181-191
and Yunus’ business startup loans, 168-174
as change resource, 263-264
at Delancey, 185-187
investing in, 175-191
power of, 174-175
Social learning theory, 18
Social motivation, 77, 78, 80, 137-165
to change shared norms, 154-160
creating entire culture for, 160-164
identifying opinion leaders for, 145-152
for influencing yourself, 152-154
and Milgram’s negative reinforcement research, 138-143
and power of one person, 142-145
Solidarity, 189-191
Solutions, providing, 66-67
Soul City program, 179
Sources of influence, 77-81
multiple, 259-264
in personal influencer strategy, 257-258 (See also each specific source)
Southwest Airlines, 9-10
Space, effects of, 235-242
Stakeholders, data for, 234-235
Stone, Clement, 219
Stories, 57-70
combining experiences and, 67-70
conveying full information in, 65-66
effectiveness of, 64-65
memorability and credibility of, 60-61
mistrust mitigated by, 60
for motivating, 61-63
solutions offered in, 66-67
transporting listener into, 61-63
Structural ability, 77, 78, 81, 219-252
and changing environment vs.
behavior, 222-225
and cues for critical data points, 230-235
and ease of tasks, 242-249
and effects of physical space, 235-242
making behaviors unavoidable for, 249-251
making elements visible for, 227-230
noticing cues about, 225-227
Structural motivation, 77, 78, 80, 193-217
punishment and absence of punishment, 210-216
from rewarding vital behaviors, 205-210
and rewards as third step in strategy, 194-198
and size of rewards, 201-205
wise use of incentives for, 198-201
Suicide prevention incentive, 200-201
Surpassing limits (See Personal ability)
Surrogates, 53 (See also Vicarious experience)
Swai, Martha, 54
Symbolic rewards, 201-203
T
Tanzania, HIV/AIDS in, 54-55, 60
Taylor, Frederick, 243
Teaching methods, efficacy of, 31-34
Teamwork, 182-183
Teffera, Negussie, 215
Television:
family planning messages via, 57
opinion leaders on, 150
Soul City, 179
Ven Conmigo, 15, 54
vicarious experiences via, 15, 53-55
Testing:
immediate corrections based on, 33
short intervals for, 124
to verify vital behaviors, 40-41
Thailand, HIV/AIDS in, 24-28, 120-121, 190-191
Thinking: altering, 63
and choice of behaviors, 49
moral, 95-98
Tinka, Tinka Sukh (“Happiness Lies in Small Things”), 150, 157-158
Toyota, 7
Twain, Mark, 167
Twende na Wakati (“Let’s Go with the Times”), 54-55, 62-63
U
Underhill, Paco, 248
V
Values:
connecting behavior and, 95-100
reconnecting existing behavior to, 105
Ven Conmigo (“Come with Me”), 15, 54
Verbal persuasion, 5
to change expectations, 50-51
disbelief of, 59-61
and misunderstanding of words, 58-59
stories vs., 57-61
Vicarious experience: creating, 53-57
in fear of snakes study, 47-48
for personal motivation, 91
Vietnam War reward structure, 209-210
Visibility of cues, 227-230
Vital behaviors, 23-41
at-home identification of, 41-43
in becoming an influencer, 257
and behaviors vs. outcomes, 26-28
best practices for discovering, 30-35
changing feelings associated with, 86-88
crucial conversations as, 267-268
enabling, 220
essential expectations of, 49-50
master influences’ use of, 30-35
positive deviance in identification of, 35-37
and recovery behaviors, 37-40
reinforcing, 142
rewarding, 205-210
search for, 28-30
testing identification of, 40-41
value of searching for, 23-26
vicarious experience of, 47-48
W
Wansink, Brian, 16, 88, 226-228, 246
Warwick, Warren, 258-259
Weight loss, 16
changing environment for, 226-228
making right behaviors easier for, 246-247
personal ability for, 112-114
power of social capital for, 180-181
vital behaviors for, 41-43
Weissmuller, Johnny, 123
Werhane, Patricia, 95
Whyte, William Foote, 220-222, 243, 264
The Wisdom of Crowds (James Surowiecki), 174
Words, different understandings of, 58-59
Wright, Steven, 83
Y
Yeken Kignit (“Looking Over One’s Daily Life”), 215
YMCA, 6
Yunus, Muhammad:
small business loans made by, 171-173
social support used by, 183