unSILOed with Greg LaBlanc

Why Motivating Change is not Enough feat. Loran Nordgren

01 Jun 2022

Audio

Description

When we think about ideas like selling or marketing, we usually think of getting people to buy products. But Loran Nordgren is talking about getting people to buy into new ideas. And the biggest obstacle isn't always motivation-its often friction. Loran Nordgren is a Professor of Management and Organizations at the Kellogg School of Management at Northwestern University. His research considers the basic psychological processes that guide how we think and act. The overarching goal of his work is to advance psychological theory and to use theory-driven insights to develop decision strategies, structured interventions, and policy recommendations that improve decision-making and well-being. Loran’s first book “The Human Element: Overcoming the Resistance that Awaits New Ideas” spent multiple weeks on the Wall Street Journal Bestseller list.Greg and Loran discuss fuel based mindsets, crafting brand empathy, status quo bias, and how American football is socialist in this episode.Episode Quotes: Fuel can be positive and negativeSo we tend to think about fuel as these positive things. But the job of fuel is to simply ignite or incite our desire for change. And we often do that by dangling shiny things in front of people. So carrots, but we also use sticks. And so that kind of, yeah, the telling people, this is a limited opportunity. There's only one left. That is inciting our desire for change. It's not making it necessarily more fun, more pleasant, more intrinsically interesting. But really anything that propels, whether that's a push or a pull, we would consider fuel.How to get people to changeSo a good rule of thumb for people is anytime you're offering them one path, like you're putting one thing up in front of them, it's a good chance that the status quo is operating against you. Now, the better news is that once you see that, there are all kinds of ways that not only reduce that friction, but to take that thing and transform it in essence into fuel to make it a motivating force. Fuel based thinkingWe have this reflexive idea that the way you get someone to say yes is to elevate appeal, magnetism, attraction. And we intuitively think that if people are rejecting our offering, it's because that fuel is insufficient. And we refer to that reflex as thinking in fuel or a fuel based mindset.Show Links:Guest Profile:Faculty Profile at Kellog School of Management at Northwestern UniversitySpeaker’s Profile at the Lavin AgencyLoran Nordgren’s WebsiteLoran Nordgren on LinkedInLoran Nordgren's Human Element His Work:Loran Nordgren on Google ScholarThe Human Element: Overcoming the Resistance That Awaits New IdeasThe Psychology of Desire Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Transcription

This episode hasn't been transcribed yet

Help us prioritize this episode for transcription by upvoting it.

0 upvotes

🗳️ Sign in to Upvote

Popular episodes get transcribed faster

Other recent transcribed episodes

Transcribed and ready to explore now

3ª PARTE | 17 DIC 2025 | EL PARTIDAZO DE COPE

01 Jan 1970

El Partidazo de COPE

13:00H | 21 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

12:00H | 21 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

10:00H | 21 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

13:00H | 20 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

12:00H | 20 DIC 2025 | Fin de Semana

01 Jan 1970

Fin de Semana

Comments

There are no comments yet.

Please log in to write the first comment.

Report any issue

unSILOed with Greg LaBlanc

Why Motivating Change is not Enough feat. Loran Nordgren

This episode hasn't been transcribed yet

Other recent transcribed episodes

3ª PARTE | 17 DIC 2025 | EL PARTIDAZO DE COPE

13:00H | 21 DIC 2025 | Fin de Semana

12:00H | 21 DIC 2025 | Fin de Semana

10:00H | 21 DIC 2025 | Fin de Semana

13:00H | 20 DIC 2025 | Fin de Semana

12:00H | 20 DIC 2025 | Fin de Semana

Sign in to Audioscrape

Share this moment