The Six Ways Your Financial Behavior Is Manipulated

In his research, Grenny breaks it down: The first two domains, Personal Motivation and Ability, relate to sources of influence within an individual (motives and abilities) that determine their behavioral choices. The next two, Social Motivation and Ability, relate to how other people affect an individual’s choices. The final two, Structural Motivation and Ability, encompass the role of nonhuman factors, such as compensation systems, space, and technology. He also provides a useful graphic to better illustrate what he’s talking about:

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