Creating Sustainable Change

Using the Six Sources of Influence

Alison Stuebe, FACOG, MD, MSc
astuebe@med.unc.edu
Todays agenda
Why do we do the things we do?
Understand what changes behavior
Apply the six sources of influence to build sustainable
practice change
Why do we do the things we do?
What changes behavior?
Conventional wisdom
Behavior change
If we give people
information, they will do
the right thing

Social Cognitive Theory
Can I do
it?
Is it worth
it?
Bandura A (2004). "Health promotion by social cognitive means."
Health Education & Behavior 31(2): 143-64.

Albert
Bandura
MOTIVATION ABILITY
P
E
R
S
O
N
A
L

Make the
Undesirable
Desirable
Surpass
Your Limits
S
O
C
I
A
L

Harness
Peer Pressure
Find Strength
in Numbers
S
T
R
U
C
T
U
R
A
L

Design
Rewards and
Demand
Accountability
Change the
Environment
Can I
do it?
Is it
worth
it?
MOTIVATION
P
E
R
S
O
N
A
L

Make the
Undesirable
Desirable
Intrinsic Satisfaction
Help people to extract intrinsic satisfaction from
the right behavior or feel displeasure with the
wrong behavior
Try it immerse people in the activity
Focus on a sense of accomplishment
Reconnect the vital behavior to a persons sense
of values
Fight moral disengagement
Help resistant people discover links
between vital behaviors and their
own values
If we are willing to dismiss our
prejudices, listen to these parents,
and truly attempt to partner with
them in the care of their child, I
believe we can dramatically
improve the care we deliver NAS
infants.
Focus on a sense of accomplishment
ABILITY
P
E
R
S
O
N
A
L

Surpass
Your Limits
Personal ability
Devote attention to clear, specific and
repeatable actions
Insist on feedback
Break tasks into discrete actions and practice in
a low-risk environment
Build in recovery strategies tell the right stories
about setbacks
Regain emotional control
Insist on Feedback
Break tasks into discrete actions
Break tasks into discrete actions
Break tasks into discrete actions
Break tasks into discrete actions
Practice in a low-risk environment
Build in recovery strategies tell the
right stories about setbacks
Build in recovery strategies tell the
right stories about setbacks

Despite QI efforts, there will be CABSI events
Framing these events as opportunities to learn and
improve reduces the change that setbacks are evidence of
futility
MOTIVATION
S
O
C
I
A
L

Harness
Peer Pressure
Harness peer pressure
Respected and connected people can exert
enormous influence
Identify and work with opinion leaders
Make it safe to talk about high stakes,
controversial topics
Create a new social network to support the
behavior
Identify and work with opinion leaders
Identify and work with opinion leaders
Make it safe to talk about high stakes,
controversial topics
Make it safe to talk about high stakes,
controversial topics
Create a new social network to support the behavior
ABILITY
S
O
C
I
A
L

Find Strength
in Numbers
Find strength in numbers
Build social capital
Include those who are creating the problem in
solving the problem
Turn disablers into enablers
Create and support teams
Ensure solidarity
Turn disablers into enablers
Create and support teams
Create and support teams
MOTIVATION
S
T
R
U
C
T
U
R
A
L

Design
Rewards and
Demand
Accountability
Structural motivation
Use incentives and punishments wisely
Start with intrinsic and social motivators
Celebrate small wins & reward good behavior
Make sure rewards are linked to vital behaviors,
not outcomes
Consider small, heartfelt tokens of appreciation
Use punishment sparingly
First, take a shot across the bow
Follow through if behavior persists

Reward Good Behavior
Celebrate wins
ABILITY
S
T
R
U
C
T
U
R
A
L

Change the
Environment
Structural ability
Look for the influence of things
Clues from the environment profoundly influence
behavior
Make the invisible visible
Pay attention to physical space
Create opportunities for informal contact and
communication
Make the behavior unavoidable
Clues from the environment
profoundly influence behavior
Standardized order sets for screening and treatment
NAS
MOP
Educational materials
Written at appropriate reading level
Easily accessed in routine clinical care
Professionally produced
Clues from the environment
profoundly influence behavior
Clues from the environment
profoundly influence behavior
Make the invisible visible
Make the invisible visible
Create opportunities for informal
contact and communication
Breastfeeding at The Beach
weekly team meeting
MOTIVATION ABILITY
P
E
R
S
O
N
A
L

Make the
Undesirable
Desirable
Surpass
Your Limits
S
O
C
I
A
L

Harness
Peer Pressure
Find Strength
in Numbers
S
T
R
U
C
T
U
R
A
L

Design
Rewards and
Demand
Accountability
Change the
Environment
Can I
do it?
Is it
worth
it?
Over-determine Vital Behaviors

Are you maximizing your influence?
To Learn More
www.vitalsmarts.com