Lecture 12 Flashcards
(11 cards)
elephant is/is not controlled by rider
is not - without the elephant itself being engaged, nothing will happen
get ppl to change by…
tapping into finite well of emotional resources
concreteness! see/feel/change; you have to appeal to emotion rather than reason
- make ppl aware viscerally; power of concreteness
- bring threat of unacceptability to life
knowing-doing gap
when you know you have to do something but lack the emotional reaction to actually do it
destination postcard
pointing to the destination - vividly describing the ultimate change that’s needed
rider needs concrete idea of destination
temporal construal
tendency to think more abstractly as one projects further out in time; we have a difficult time conceptualizing future in concrete terms
Ex. reading book now = following lines of print
reading book in 1 year = gaining knowledge
(Trope and Liberman)
scripting critical moves
outlining 2-3 key stepping stones that mark the pathway to the destination
Ex. Steve Jobs, glass screen in 6 wks
framing change
people want change, its just a matter of how it’s framed to them
frame as novel and challenging
shaping the path
make concrete changes to the environment to bring about desired change
Ex. making work more rewarding - piano stairs
job orientation
work = income to support life outside of work
career orientation
work = opportunity to advance in organizational hierarchy
calling orientation
work = meaningful and fulfilling in and of itself
