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78 INFLUENCER
group level, savvy folks draw on the enormous power of social
influence to both motivate and enable the target behaviors. At
the structural level, top performers take advantage of methods
that most people rarely use. They attach appropriate reward
structures to motivate people to pick up the vital behaviors. And
finally, they go to pains to ensure that things—systems,
processes, reporting structures, visual cues, work layouts, tools,
supplies, machinery, and so forth—support the vital behaviors.
With this model at the ready, influence geniuses know
exactly which forces to bring into play in order to overdeter-
mine their chances of success.
Pictorially, we can display these six sources of influence in
the following model.
MOTIVATION ABILITY
Make the Surpass
PERSONAL Undesirable Your Limits
Desirable
Harness Find Strength
SOCIAL Peer Pressure in Numbers
Design
Rewards and Change the
STRUCTURAL Demand Environment
Accountability
