How a Simple Behavioral Trick Boosted Client Commitment to Transformative Change
- Laureane Dehe
- Jul 8, 2024
- 3 min read
Behavioral Economics is a fascinating field that examines how psychological factors influence our economic behavior. Among the most influential scholars in this area, Dan Ariely stands out for his innovative research on how people make financial and behavioral decisions. One of his most interesting theories is the idea that signing at the beginning of a form or contract, rather than at the end, can make ethics more salient and reduce dishonest self-reports.
Dan Ariely's Theory
Dan Ariely, a renowned psychologist and behavioral economist, conducted several studies on dishonesty and ethics. In one of his experiments, he investigated how the position of a signature on a form can influence people's behavior. The conclusion was clear: when people sign at the beginning of a document, they are more likely to be honest than when they sign at the end.
The Experiment
Ariely and his team conducted an experiment where participants were asked to fill out fictitious expense forms. Some forms required participants to sign a declaration of honesty at the beginning, while others required the signature at the end. The results showed that those who signed at the beginning reported lower and more accurate expenses than those who signed at the end. This suggests that signing at the beginning acts as an ethical reminder, increasing the salience of honesty and integrity at the moment people fill out the form.
Psychological Explanation
The psychological explanation behind this phenomenon is that signing at the beginning activates an ethical identity in people's minds, reminding them of their values and principles before filling out the form. When they sign at the end, this activation occurs only after the behavior has been executed, having less influence on actions. This concept can be applied to various areas to promote more positive and committed behavioral changes.
How I Applied This Strategy to Help People Commit to Change in Their Financial and Personal Lives
At the beginning of sessions, I encourage my clients to sign a commitment to honesty and dedication before they start planning their lives.
This term includes a statement affirming that they will be honest about financial information and are committed to following the tasks agreed upon.
For this strategy to be effective in my process, it is essential that the signature at the beginning is not just a formality but a meaningful, reflective commitment that also includes personal change goals (which the clients themselves identify as necessary and desired changes).
Why Should Companies Use This Technique with Their Stakeholders?
Behavioral change is a complex process that often involves overcoming ingrained habits and facing emotional and psychological challenges. Ethical commitment plays a crucial role in this process, as it helps us stay focused on our core values and principles. Additionally, it promotes other benefits such as:
Increased Awareness: An ethical commitment increases awareness of our actions and decisions, helping us make choices more aligned with our values.
Strengthening Resilience: When facing challenges, an ethical commitment reminds us why we started and gives us the strength to continue.
Improving Relationships: Commitment to honesty and integrity strengthens our relationships with others, building trust and mutual respect.
Here are some tips for implementing this approach in a practical and impactful way:
Explain the Importance: Before asking for the signature, explain the importance of the ethical commitment and how it can positively influence the client's behavior.
Make It Personal: Personalize the commitment statement to reflect the specific values and goals of each client. This makes the commitment more relevant and meaningful.
Periodic Reviews: Incorporate periodic reviews of the commitment to reinforce the importance of honesty and ongoing commitment. This can be done during follow-up meetings or progress reviews.
By applying this strategy based on Dan Ariely's Theory, we can help people make greater commitments, promoting more positive and lasting behavioral changes.
Integrating behavioral economics into our practices allows us to offer more holistic and effective support.
Remember that ethical commitment is a powerful tool that can transform the way we make decisions and face challenges, leading to a more balanced, honest, and rewarding life.
If you are looking for ways to promote meaningful changes in your stakeholders, why not start with an ethical commitment?
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