As Myron Radio and I discuss in our book, Change at the Core, most organizational change ultimately comes down to changes in people’s behavior. Yet this aspect often proves to be the most mystifying part of any change. We know that command and control results in short-term compliance, if it works at all. Memos certainly don’t work. Neither does begging, pleading, or other forms of incentives.

Fortunately, there is great research available from Joseph Grenny and his Influencer co-authors. They found that successful influencers utilize at least four sources of influence when getting people to change their behavior. Two powerful sources are peer pressure (aka social motivation) and practice. Others include personal motivation, social ability (mutual accountability) and structural motivation (rewards).

For a fun introduction to the concepts from Influencer, check out the video below.