Thursday, May 16, 2013

Focus, Motivation: promotion (greed) vs prevention (fear)

book: Focus: Use Different Ways of Seeing the World for Success and Influence: Heidi Grant Halvorson Ph.D., E. Tory Higgins Ph.D.: 9781594631023: Books

"We all want to experience pleasure and avoid pain.
But there are really two kinds of pleasure and pain that motivate everything we do.
If you are promotion-focused, you want to advance and avoid missed opportunities.
If you are prevention-focused, you want to minimize losses and keep things working.

And as Tory Higgins has found in his groundbreaking research,
if you understand how people focus, you have the power to motivate yourself and everyone around you."

podcast: The Secret to Effective Motivation @ Harvard Business Review

In "Promotion" focus, pleasure comes from doing making changes, and no changes is a pain.

In "Prevention" focus, pleasure comes from stable, no changes, and a change is a pain.

Knowing this, the point of view can be adjusted to emphasize what is important in given situation.
For example, "if we do not change products, will lose market share".
So change then becomes acceptable in "prevention focus", to keep stable market.


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