Basketball: The Social Science of Influence

Education changes behavior. Coaches educate and influence our proteges and we can do so better if we know the pressure points of influence.

Robert Cialdini wrote the book on influence. Use his instruction.

Authority figures. Leaders can use authority for good or evil. Jim Jones used authority during the Jonestown cult to get followers to "drink the Kool Aid" poisoning (cyanide), leading to over 900 deaths. The Milgram Experiments showed volunteers anonymously give electrical shocks at maximal voltage under the direction of a researcher. We have great responsibility to use our authority wisely as coaches. Teams can play The Beautiful Game or Prison Ball.

Reciprocation. 


Quid pro quo. We transform our know that into players' know how. Our time turns into their efforts. The charity industry employs fifteen times more than agriculture into the US. Their requests for donations may include a dime, a calendar, address labels and more, seeking reciprocal donations. We send you a DVD of your favorite rock group and you send a contribution to public television. I help you; you help me. We provide a scholarship; you provide the labor. Quid pro quo, Clarisse. 

Social proof. The power of group dynamics gets people to act or not. An individual is more likely to act as a lone rescuer than within a group. There is no diffusion of responsibility as the lone hero. Suicides spike after a celebrity suicide. The "good person" becomes part of a lynch mob. 

Get your key players to energize and engage the entire team.

Commitment and consistency. When we make public commitments, either in the media or in writing, we feel an obligation to follow through. Your university asks for a pledge of support. Politicians ask for your vote in return for campaign promises, "a chicken in every pot." The Knights of the Round Table pledged their loyalty. Before a big game, ask each player to sign a pledge of giving their maximum effort for that game. I've done that, but it's a one-time offer. 

Reason giving. Do this because. 



"Win one for the Gipper." 

Liking. Recently I shared Kevin Eastman discussing the triad of Trust, Respect, and Liking. Players respond better to coaching and leaders they trust, respect, and like. We might say, "I don't care if my players like me." Really? Top-rated Navy Captains were liked more than lesser-rated skippers. 

Here's a slide from a Mindfulness powerpoint I created. 

Use the tools of influences positively to coach better. 

Lagniappe:

Hat tip: Chris Oliver

Teach players to play with SSG (Small-sided games). K. J. Smith informs an extensive presentation.