The human element overcoming the resistance that awaits new ideas
"This book offers the readers two essential insights. First, readers will discover the four Frictions that operate against their efforts to influence and innovate. They will come to understand the unexpected reasons why the ideas and initiatives they are most passionate about get rejected. Seco...
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, N.J.:
John Wiley & Sons
c2022.
Hoboken, New Jersey : [2022] |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009645696506719 |
Tabla de Contenidos:
- Cover
- Title Page
- Copyright Page
- Contents
- Chapter 1 The Law of Attraction: The Battle between Fuel and Friction
- The Law of Attraction
- The Mystery of the Disappearing Customer
- The Four Frictions
- The Anatomy of Innovation
- The Intended Audience
- A Note about Ethics
- Is the Strategy Honest or Deceptive?
- What Is the Intent?
- Chapter 2 Thinking in Fuel: The Reasons a Fuel-Based Mindset Rules the World
- The Car Sales Experience
- The Fuel-Based Mindset
- Putting New Ideas into Motion
- Progressive Fuel
- Aversive Fuel
- Bad Is Stronger than Good
- Fuel Is Costly
- Fuel Is Self-Evident
- Fuel Amplifies Friction
- Why We Think in Fuel
- Strangers to Ourselves
- From Fuel to Friction
- Chapter 3 Inertia: Why We Stick with What We Know
- Love at Repeated Sight
- We Buy What We Know
- The Pleasure Machine
- How Inertia Kills Innovation
- Chapter 4 Overcoming Inertia: How to Transform a Novel Idea into a Familiar Friend
- Acclimate the Idea
- Strategy #1: Repetition
- Strategy # 2: Start Small
- Strategy #3: Find a Familiar Face
- Strategy # 4: Make It Prototypical
- Strategy # 5: Use Analogies
- Make It Relative
- Strategy #1: Add an Extreme
- Idealistic vs. Realistic
- Strategy #2: Highlight Undesirable Options
- The Decoy Effect
- How Frogs Are Like Wine Lists
- Relativity in a Nutshell
- Overcoming Inertia
- Acclimate the Idea Tactics
- Make It Relative Tactics
- Chapter 5 Effort: Why We Follow the Path of Least Resistance
- The Law of Least Effort
- Friends of Convenience
- The Primacy of Effort
- Changing the Effort Calculus
- Effort Neglect
- The Uncommon App
- Chapter 6 Overcoming Effort: How to Build Aerodynamic Ideas
- Effort Defined
- Create a Roadmap
- Fedex Days
- If-Then Triggers
- Streamline the Behavior
- Streamlining 2.0
- Make "No" Harder.
- Make It the Default
- Overcoming Effort
- Create a Roadmap
- Streamline the Behavior
- Chapter 7 Emotion: Why the Best Ideas Produce the Most Anxiety
- Emotional Friction
- Hiring Emotion
- Noah's Animal House
- The Emotional Life of Procurement
- Picking Second Best
- The Shift to Self-Service Fuel
- Chapter 8 OvercomingEmotion: How to Quiet the Fears That Impede Progress
- Activating Latent Demand
- Overcoming Our Blindness to Emotional Friction
- Focus on Why
- Become an Ethnographer
- Pay It, Plan It
- Bring the Outside In
- Hiring Your Customers
- Focus on Why
- Become an Ethnographer
- Bring the Outside In
- Chapter 9 Reactance: Why We Feel the Impulse to Resist Change
- Rats, Graffiti, and the Origins of Reactance
- Why Strong Evidence Is the Worst Evidence
- Rethinking the Hard Sell
- Chapter 10 Overcoming Reactance: How to Help Your Audience Persuade Themselves
- The Power of Self-Persuasion
- The Power of Notecards
- Deep Canvassing
- Ask Yes Questions
- How Brainwashing Works
- Total Participation
- Co-Design
- Three Rules for Self-Persuasion
- Rule 1: Self-Persuasion Isn't a Suggestion Box
- Rule 2: Make Commitments Public
- Rule 3: Make It Meaningful
- Overcoming Reactance
- Reactance-Busting Tactics
- Ask Yes Questions
- Co-Design
- Chapter 11 Three Case Studies: Putting Friction Theory into Practice
- Notes
- Chapter 1: The Law of Attraction
- Chapter 2: Thinking in Fuel
- Chapter 3: Inertia
- Chapter 4: Overcoming Inertia
- Chapter 5: Effort
- Chapter 6: Overcoming Effort
- Chapter 7: Emotion
- Chapter 8: Overcoming Emotion
- Chapter 9: Reactance
- Chapter 10: Overcoming Reactance
- Chapter 11: Three Case Studies
- Acknowledgments
- About the Authors
- Index
- EULA.
