Armstrong (1982) Strategies for Implementing Change: An Experiential Approach

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Strategies for Implementing Change: An Experiential Approach

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CONTRIBUTORS:

Author:

Armstrong, J. Scott (The Wharton School of the University of Pennsylvania)

JOURNAL:

Group & organization studies, 7(4), 457 - 475.

YEAR:

1982

PUB TYPE:

Journal Article

SUBJECT(S):

forecasting, role playing, survey, delta technique

DISCIPLINE:

Business/Management

HTTP:

http://marketing.wharton.upenn.edu/ideas/pdf/armstrong2/strategies-change.pdf

LANGUAGE:

English

PUB ID:

103-415-692 (Last edited on 2006/07/25 16:27:05 GMT-6)

SPONSOR(S):

ABSTRACT:
An attitude survey and a role-playing case were used to identify the typical approaches people use to implement important changes in organizations. This typical strategy, suggested or used by over 90% of the subjects, was not successful in producing change in any of the fourteen role-playing trials. However, with ten minutes of instruction in the ”Delta Technique,” 86% of the subjects were successful in introducing change in another fourteen role-playing trials. The ”Delta Technique” consists of simple rules drawn from half a century of research.

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