Using Leading Questions to Reduce Resistance to Innovation
Innovation is crucial for organizational success and survival. Yet, organizations often find it difficult to assimilate new ideas as they face internal resistance to change and innovation. Therefore, managers need to implement strategies to reduce such resistance. In two laboratory experiments, we e...
| Main Authors: | , , , , , , |
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| Format: | Article |
| Language: | English |
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Elsevier
2023-12-01
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| Series: | Journal of Creativity |
| Subjects: | |
| Online Access: | http://www.sciencedirect.com/science/article/pii/S2713374523000262 |
| _version_ | 1797398427349286912 |
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| author | Yossi Maaravi Boaz Hameiri Tamar Gur Ben Heller Dan Confino Hila Amdor Yuval Levi |
| author_facet | Yossi Maaravi Boaz Hameiri Tamar Gur Ben Heller Dan Confino Hila Amdor Yuval Levi |
| author_sort | Yossi Maaravi |
| collection | DOAJ |
| description | Innovation is crucial for organizational success and survival. Yet, organizations often find it difficult to assimilate new ideas as they face internal resistance to change and innovation. Therefore, managers need to implement strategies to reduce such resistance. In two laboratory experiments, we examined the effects of asking leading questions – a powerful means for attitude change – to overcome innovation resistance. We investigate two leading questions strategies, which might lead to self-persuasion: the conventional and the superattitudinal (or paradoxical). The conventional strategy includes leading questions that encourage individuals to respond with statements which are inconsistent with their held views. In contrast, the superattitudinal questions stir individuals to respond with statements consistent with their opinions but more extreme and exaggerated. In the current research, the leading questions prompted answers that relate to resistance to innovation. Both persuasion methods were similarly effective for participants who had relatively low initial levels of resistance to change. However, the conventional strategy was more effective among the more resistant individuals, both when resistance to change was measured (Study 1) and when it was manipulated (Study 2). These are initial indications as to ways to better direct persuasion and attempts to reduce resistance to innovation. |
| first_indexed | 2024-03-09T01:25:25Z |
| format | Article |
| id | doaj.art-774f0c76ca144a2d9aa73011a8497c39 |
| institution | Directory Open Access Journal |
| issn | 2713-3745 |
| language | English |
| last_indexed | 2024-03-09T01:25:25Z |
| publishDate | 2023-12-01 |
| publisher | Elsevier |
| record_format | Article |
| series | Journal of Creativity |
| spelling | doaj.art-774f0c76ca144a2d9aa73011a8497c392023-12-10T06:19:01ZengElsevierJournal of Creativity2713-37452023-12-01333100067Using Leading Questions to Reduce Resistance to InnovationYossi Maaravi0Boaz Hameiri1Tamar Gur2Ben Heller3Dan Confino4Hila Amdor5Yuval Levi6The Adelson School of Entrepreneurship, Reichman University (IDC) Herzliya, Israel; Corresponding author at: Ha'Universita 8, Herzliya 4610101, Israel.The Evens Program in Conflict Resolution and Mediation, Tel Aviv University, IsraelPsychology Department, Hebrew University, Jerusalem, Israel; Baruch Ivcher School of Psychology, Reichman University (IDC) Herzliya, IsraelBaruch Ivcher School of Psychology, Reichman University (IDC) Herzliya, IsraelUniversity of Geneva, Department of Psychology, Geneva, SwitzerlandThe Adelson School of Entrepreneurship, Reichman University (IDC) Herzliya, IsraelThe Adelson School of Entrepreneurship, Reichman University (IDC) Herzliya, IsraelInnovation is crucial for organizational success and survival. Yet, organizations often find it difficult to assimilate new ideas as they face internal resistance to change and innovation. Therefore, managers need to implement strategies to reduce such resistance. In two laboratory experiments, we examined the effects of asking leading questions – a powerful means for attitude change – to overcome innovation resistance. We investigate two leading questions strategies, which might lead to self-persuasion: the conventional and the superattitudinal (or paradoxical). The conventional strategy includes leading questions that encourage individuals to respond with statements which are inconsistent with their held views. In contrast, the superattitudinal questions stir individuals to respond with statements consistent with their opinions but more extreme and exaggerated. In the current research, the leading questions prompted answers that relate to resistance to innovation. Both persuasion methods were similarly effective for participants who had relatively low initial levels of resistance to change. However, the conventional strategy was more effective among the more resistant individuals, both when resistance to change was measured (Study 1) and when it was manipulated (Study 2). These are initial indications as to ways to better direct persuasion and attempts to reduce resistance to innovation.http://www.sciencedirect.com/science/article/pii/S2713374523000262Attitude changePersuasionParadoxical thinkingInnovationResistance to changeLeading questions |
| spellingShingle | Yossi Maaravi Boaz Hameiri Tamar Gur Ben Heller Dan Confino Hila Amdor Yuval Levi Using Leading Questions to Reduce Resistance to Innovation Journal of Creativity Attitude change Persuasion Paradoxical thinking Innovation Resistance to change Leading questions |
| title | Using Leading Questions to Reduce Resistance to Innovation |
| title_full | Using Leading Questions to Reduce Resistance to Innovation |
| title_fullStr | Using Leading Questions to Reduce Resistance to Innovation |
| title_full_unstemmed | Using Leading Questions to Reduce Resistance to Innovation |
| title_short | Using Leading Questions to Reduce Resistance to Innovation |
| title_sort | using leading questions to reduce resistance to innovation |
| topic | Attitude change Persuasion Paradoxical thinking Innovation Resistance to change Leading questions |
| url | http://www.sciencedirect.com/science/article/pii/S2713374523000262 |
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