principal one when people need social proof that are…
Page 141 principal one when people need social proof that are particular innovation will be useful for them, then similarity with earlier adopters is a key factor for creating relevance. People become convinced about the usefulness of a new diet, and exercise program or a cosmetic treatment only when they see people similar to themselves adopting it Principal to when behavior change, requires a degree of emotional excitement or feelings of loyalty and solidarity. Then, once again similarity among the sources of reinforcement, will help to inspire behavior change principal three when behavior changes based on legitimacy that is believing that the behavior is widely accepted. Then the opposite is true. Diversity among reinforcing sources of adoption is key for spreading the innovation.
— from Expanding Your Range (Growth/Change/Education/Learning/Habit) · Change by Damon ventilation