Decision Shaping

Decision-Shaping for HealthcareProfessionals

Overview• Psychology of influence• Psychology of decision-taking• Patients and peers

#1. Push Influence • Suggesting & advising • Asserting, evaluating, rewarding & punishing

Requires• Expert power• Title power• Rewards and threats

Pull Influence• Involving, listening, disclosing• Identifying common ground, creating a vision

Requires• Trust building• Counselling skills• Empathy and imagination

Exit• Delaying until conditions more favourable

Push…Pull…Exit

Initial Pull• What makes us trust each other?-content-delivery-parent/adult/child roles

#2. Influence Triggers • Peer group • Likeability • Authority • Reciprocity • Confirms self-image - consistency • Something in short supply

#3. Intrinsic Motivation • Meaning • Choice • Performance and Progress

#4. Affected By • Self-efficacy • Self-control • Ego depletion

#5. Two Types of Thinking 23 X 17

#6. Choice and Context • Maximisers and satisficers : good enough decision • Memory : peak experience and end of experience • Positive mood = wider choice

What doomyfriends, Facebook, family say about this?

What does this place make meexpect/hope/fear?

How does my self- efficacy help me deal with this?

#7. Impact of Message • Priming and familiarity • Simple and multi-channel • Stress low • Location important • Vividness and availability • Where do patients expect to be influenced?

Patients and Peers• Role difference• Pain and pleasure• Self-image

Widespread Influence• Reductionist and cross-platform• The offer• The campaign

References#1. John Seely Brown#2. Robert Cialdini#3. Kenneth W. Thomas & Dan Pink#4. Albert Bandura, Walter Mischel, Baumeister#5. Daniel Kahneman#6. Barry Schwartz#7. Thaler and Sunsteinmrsmotiv@gmail.com www.mrsmotivator.com

Decision Shaping

by Philippa Davies on Jul 05, 2012

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