Influencing Change: The Solution to Procurement’s Change Challenges (Part 2) [Plus+]

In this second post in Barbara Ardell’s series on influencing change, she examines the Six Sources of Influence™ and provides examples of how they’re applied to procurement change challenges. The Six Sources of Influence is a 2×3 matrix that addresses motivation and ability from personal, social and structural forces. Motivation considers whether change is worthwhile. Ability addresses whether there are necessary skills or capability to change behavior. Personal motivation and ability look at the individual’s desire to change and whether they are capable of making the changes required. Social motivation and ability examine social forces that encourage or discourage, as well as enable or disable, change. Structural motivation and ability consider how extrinsic rewards affect motivation and how the environment affects the ability to change.

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