In Response to The Behavioral ScienceGuys the hosts, Joseph and David, present a fascinating experiment comparing the traditional lecture approach with a more unconventional method involving what they call "Influential Questions." In the experiment, smokers responded defensively to the traditional lecture, but when approached with an influential question by a confederate, the dynamics changed. The smokers found themselves in a safe environment, discussing their habit without defensiveness. What struck me was that nearly 90% of subjects not only lectured the confederates about the evils of smoking but also committed to trying to quit themselves. The idea here is profound – when trying to influence people needing motivation, not information, questions might be more powerful than speeches. By providing a safe space to explore their own motivations, individuals can acknowledge their ambivalence about their habits. It's a compelling shift from the traditional approach of forcing information upon them.
Motivation takes center stage over information in influencing behavior because, often, individuals already possess the necessary knowledge but lack the impetus to act on it. Behavioral change requires a personal drive, a connection to one's values, and an emotional commitment that goes beyond mere awareness. Motivation taps into the intrinsic desires and ambitions of individuals, creating a sustainable force for change, while inundating them with information might trigger defensive reactions, leading to what psychologists term as "reactance." In essence, motivation not only bridges the gap between knowledge and action but also fosters a genuine, self-driven commitment to transformation.
https://www.youtube.com/watch?v=9ACi-D5DI6A
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