Six Sources of Influence — Source 6 Structural Ability

The last element in the Six Sources of Influence — a framework established by the book “Influencer: The New Science of Leading Change” — is Structural Ability.

Source 6. Structural Ability: change their space.

Having explored two key sources of power that enable vital behavior — enhancing personal mastery through deliberate practice (source 2) and seeking support from others (source 4) — we now delve into the realm of nonhuman forces. This entails harnessing the influence of various environmental elements such as buildings, spatial design, sound, sight, and more, as part of an overarching strategy to drive behavioral change.

Here is a perfect exemplification of such power. In post-WWII America, the restaurant industry faced a dilemma — waiters, often women, had to shout orders to kitchen cooks, many of whom were veterans, resulting in strained interactions that further led to loud arguments, incorrect orders, and frustrated customers. Dr. Whyte, a professor of University of Chicago, proposed an unconventional solution. He simply introduced a 50-cent metal spindle for written orders, eliminating the…