MEMEs – The Mind-Viruses of Cultural Change

Keep Calm and Meme On - blue background, white text Keep Calm meme

If you recognise the style of this image and phrase, you’ve been infected by a meme-virus!

‘Meme’ is a term coined by English biologist Richard Dawkins in his 1976 book The Selfish Gene. He defined ‘memes’ as self-replicating ideas or cultural DNA – beliefs and actions that infect human consciousness, and are transmitted from mind to mind.

Dawkins sought to show that just as genes are the biological code carriers of DNA which carry our physical selves for replication, memes are the equivalent in terms of transmitting culture.

There is now an established body of science around memes, called memetics:

Meme: an information pattern, held in an individual’s memory, which is capable of being copied to another individual’s memory.

Memetics: the theoretical and empirical science that studies the replication, spread and evolution of memes

To create some context around this abstract concept, here are some examples:

‘Computer Says No’ – this deadpan phrase from the TV series Little Britain became a meme for people who are frustrated when confronted with the indifference of electronic technology and the power it has over our lives.

‘Not Happy Jan!’ – a classic ad campaign for the Australian Yellow Pages in 2006, this meme is still used today to express displeasure.

‘Keep Calm and Carry On’ – a motivational poster produced in 1939 at the start of the Second World War by the British government, it was intended to raise public morale following anticipated attacks on major cities.

The Nigerian dude who keeps telling you he has a large sum of money he needs moved, and can give you a tidy commission if only you can provide him with your bank details.

The seemingly endless list of movie catchphrases from ‘Bond, James Bond’ to ‘Say hello to my little friend’ to ‘He’s not the Messiah! He’s a very naughty boy!’ to ‘We’re going to need a bigger boat’.

All memes.

But memes are not just catchphrases and advertising slogans. There are now a slew of meme-making websites where people can create memes for online sharing, using their own images and phrases, using images that have already become memes, or a mashup of both – they include Meme Center, Generator Meme, and Keep-Calm-O-Matic where you can create your very own ‘Keep Calm’ meme (there are over 5,800,000 memes out there that have been generated by this site alone).

Anyone can make internet memes, which both democratises the possibility of creating one, and also explains the variety in design quality, spelling, grammar and attempts at humour.

But memes aren’t just funny, cute or shocking content shared on social media and the internet, and they aren’t the preserve of the entertainment and advertising industry.

Memes are also social norms, habits, songs/ melodies, stories, skills, art, gestures, fashion trends – any type of information pattern that can be transmitted from one person to another.

The spread of Nazism and Christianity are also examples of memes at work, as is any other -ism (Marxism, Taoisim, Feminism). The Mexican Wave. The Sign of the Horns. The Yin-Yang symbol.

Someone, somewhere, started all of them – one person. And they spread, and stuck.

What is it about memes that makes them travel across space and time, infecting minds across language barriers?

Knowing that the sharing of cat pictures on social media is a meme in and of itself, and knowing that banking and finance tend to be topics that make people’s eyes glaze over, Positive Money hilariously combined a cutesy cat picture with a message about an aspect of banking:

picture of a cute ginger kitten sitting up on its hind paws, doe-eyed caption 'Fractional Reserve Banking Makes Cats Sad'

Did it work to get people fired up about fractional reserve banking? Probably not. But then its not designed to reach the already engaged.

The key question is, was it shared by money and finance-types in places where others not already exposed to this idea might see it and either smile, or goo-goo at the cat? Did it cause anyone to Google ‘fractional reserve banking’ or visit Positive Money’s site?

For those new to the concept of fractional reserve banking (and why would they care?), the kitty picture is more likely to work as a way to spark curiosity than a written article – in fact there’s a theory on this phenomenon called the Cute Cat Theory of Digital Activism.

Memes and Sustainability

What about sustainability memes?

A well-known ‘green’ meme is the Mobius loop, which will be recognised by most people as the universal symbol that something is recyclable:

mobius loop - recycling symbol, three green arrows chasing each other

How can the success of this, and other memes, be identified and harnessed for other sustainability-related initiatives?

On his blog at Terra Infirma, sustainability expert Gareth Kane examines the meme-phenomenon of Movember and offers up some reasons why it has succeeded – fun, novelty, peer pressure, relevance and great branding – and why most sustainability initiatives do not:

In comparison, most sustainability engagement programmes are, at best, like one of those multitudinous nude charity calendars – hackneyed, clichéd and unoriginal. They’re produced with the best of intentions, but the world yawns.

If you want to get a sustainability meme running in your organisation, you could do worse than use Movember as a yardstick.

San Francisco consultancy DarwinSF is undertaking some work on how memetics can be applied to climate science, with partner Joe Brewer – who has a background in cognitive linguistics (how language relates to conceptualisation) – noting:

Global warming is a meme. No-one experiences it directly. They experience it through perception. The science is pointing out a very real empirical phenomenon, but the only way people can experience it as stories and ideas in their lives.

Darwin SF’s report ‘Global Warming is A Virus!’ – which merits a separate blog post itself – is available as a slideshare presentation.

Secrets of Meme Success

one match igniting the first in a row

The transmission power of ‘Not Happy, Jan’ is such that the comments on the YouTube vid for the ad include one from someone unaware of the origins of the phrase: ‘…so thaaaaaat’s where it came from!’ and: ‘Indelibly etched into the minds of many Australians.’

Another commenter asks:

How did this ad become so legendary? People are STILL saying the famous ‘Not happy Jan!’ all the time!

Good question!

Memetics is far from an exact science, and although the internet is full of advice on ‘how to create a viral video/campaign’ and the like, if there was a formula to it, it would be being used by everyone.

To some extent it can be designed, but even good design is no guarantee, and much of it is pure luck.

Here are some good rules of thumb:

  • make it short – there’s increasing amount of everything out there competing for the same allocation of time and attention
  • keep it simple – the more complex it is, the more work the brain has to do to process the unfamiliar
  • make the message matter
  • make it memorable by using metaphor, repetition
  • create an emotional impact – for sustainability, sticking mostly with positive (humour, awe) rather than negative (shocking, disgusting) triggers
  • make it shareable content – people share things with others because they want them to have the same experience
  • design an experience – take the audience on a journey, tell them a story

In my view, one of the best example of meme-success for sustainability is The Story of Stuff Project series of videos presented by Annie Leonard, and produced by Free Range Studios.

Commencing with the original documentary in 2007, this series continues to have a huge impact, having been incorporated into school curricula and corporate sustainability trainings; seen in over 228 countries; translated into at least 15 languages; and viewed by over 12 million people. And it reflects the majority of the points listed above.

Think about what you share, online or offline – why? This will give you some insights into how to approach your change work.

If you want your ideas or behaviours to ignite and to spread, consider how you can meme all the things!

meme all the things character

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Secrets of Successful Storytelling

cover of change this 'How To Tell A Story'

If you’re wondering what ‘telling stories’ has to do with creating change, then the simple answer is – everything!

Jonah Sachs, Founder and CEO of Free Range Studios and author of Story Wars, has developed a summary of storytelling strategies in his Change This manifesto, ‘How To Tell A Story’.

Sachs is adamant that those intent on being effective change agents need to become adept at the art and science (and there is a science!) of storytelling:

Maybe it’s because we’re all so overloaded with information.

Maybe it’s because we’re all so starved for meaning.

Or maybe it’s because, thanks to social media, everyone’s become a broadcaster these days.

Whatever the reason, we’re all getting the same memo at the same time: if you want to be heard, you’d better learn to tell better stories.

He points out that we live in a world that has lost connection to its traditional myths, and that we are looking for new ones – new meaning.

Although such stories are powerful – they touch all of us, frame our worldview, shape our assumptions, subconsciously influence our behaviour – not all of us get to write those stories. What appears on the surface to be arguments over ideas or money is in fact fighting for control over cultural stories.

Sachs makes this appeal to those engaged in change work:

Put down your facts, your threats, your pleadings, and your special offers and try these simple storytelling strategies.

Below I’ve summarised and paraphrased a few of Sachs’s strategies which include:

Know What a Story Is 

A story is different to a strategy. Becoming a good storyteller requires becoming familiar with concepts like narrative and dramatic structure.

In his book ‘The Writer’s Journey’, Hollywood development executive and story consultant Christopher Vogler outlines ‘The Hero’s Journey’ (also known as ‘The Monomyth’).

This is a basic pattern of narrative, or story, that appears to be common across time and cultures, the essence of which was distilled by scholar and mythologist Joseph Campbell in his classic work, The Hero with a Thousand Faces (1949).

This pattern might best be summed up as ‘The Quest’ – think of the storyline of films and literature such as Star Wars and Lord of the Rings. Can you see how they follow this pattern?

circular b+w diagram of the Hero's Journey - the text comprising this image can be found here http://www.thewritersjourney.com/hero's_journey.htm

Image credit – to enlarge image, click it, then click again

Note also that the hero undergoes an inner transformation, as well as outer journey, and it is this transformation that will be of interest to change agents:

circular b+w diagram of hero's inner journey - text comprising this diagram can be found on the same page as the previous diagram

Image credit – to enlarge image, click it, then click again

The elements of Luke Skywalker’s Hero’s Journey and how they can relate to an audience’s journey of change and transformation are captured in this excellent diagram by Nancy Duarte of Duarte Design.

Inviting people to be part of a story is much more effective at motivating and engaging an audience than issuing instructions or appeals to logic and reason.

Be Clear on Your Values

The characters, conflicts and settings of a story are not the story. They are elements that are created and shaped in such a way for a purpose – to illustrate, through story, a moral truth about the world. As Sachs beautifully puts it ‘stories are containers for values’.

The use of the word ‘illustrate’ is important, because the most effective storytelling follows the maxim ‘show don’t tell’. If you ‘tell’ you run the risk of preaching. If you ‘show’, the audience draws their own conclusions from the sequence of story events and what happens to the characters, and are more likely to internalise the message.

In order to reveal a truth, a storyteller must first understand the values he or she stands for:

By choosing the values you promote in every story you tell, you stake out a territory and ask others to come join you, driven by their own sense of what truly matters.

Sachs points out that marketers and advertisers have long known that telling stories based on universal human values is far more effective than simply communicating the benefits of their product or service.

However, most of these stories have appealed to values such as fear, greed, status-seeking and safety, which are characterised as ‘inadequacy storytelling’ – that is, only a relationship with a brand or leader can fulfil this manufactured sense of lacking something.

Yet Joseph Campbell’s work revealed that stories which work best are not the ones that frighten people, but the ones that call them to heroic action, inspiring them to live out transcendent values such as Justice, Perseverance, Love.

This revelation is imperative for sustainability communicators who have largely attempted to motivate people to respond to ‘the call’ with communication based on fear and/or guilt.

Make Your Audience the Hero

Yoda mentors Luke Skywalker in Star Wars

In keeping with the Hero’s Journey pattern and Joseph Campbell’s model, Sachs that audiences need to identify with a hero who is like them – kind of ordinary, the person you would least expect to change the world.

He cites the examples of Luke Skywalker, from Star Wars, Dorothy from the Wizard of Oz and Frodo from Lord of the Rings. All ordinary characters living ordinary lives until an ‘inciting event’ (such as the destruction of Luke’s home and family, and the tornado that swept Dorothy’s house away) rips them from the Ordinary World and sends them on a path of change.

He warns not to fall into the trap of casting yourself as the hero:

…as the leader telling a story, you are not the helpless outsider. You’re the expert. You are not the hero, your audience is. Make sure the main character(s) in your story are people who start out a lot like your audience, and then evolve to be like your audience’s aspirational selves.

The audience needs to relate to the hero, and it is the hero (the audience) that goes on the journey of change and transformation.

To use Nancy Duarte’s Star Wars metaphor, your audience is Luke Skywalker – your role as storyteller is that of Yoda, a mentor to unearth and bring into play capabilities already within the group.

The Power of Stories for Sustainability

Sachs is one of an increasing number of advocates who understand the power of stories to change the culture towards sustainability.

David Korten, author of ‘The Great Turning’ and ‘Agenda for a New Economy’, is a well-known proponent of the power of stories to change culture.

His ‘Story Change Matrix’ sets out a series of current cultural myths (stories we tell ourselves), those of ‘Empire’, and a corresponding series of ‘Earth Community’ stories that we can aspire to, speak of, and enact. For example, the ‘Empire’ story of human nature is that people are by nature greedy, selfish and violent. The ‘Earth Community’ story is that we are hard-wired to reward caring and co-operation.

Tom Atlee’s work on Story Fields is another rich seam for would-be storytellers to mine.

In his paper ‘Is Humanity Fatally Successful?’ William Rees, Post Carbon Institute fellow, and creator of the Ecological Footprint, speaks of how the need to recognise and address the role of myth and story is particularly critical, because modern industrial society believes it is no longer bound by myth – we equate myth with superstition and the unscientific beliefs of so-called ‘primitive’ peoples, and yet contemporary global culture is as susceptible to comfortable myths as any other:

We tend to think of myths as fanciful stories or primitive superstitions characteristic of the belief systems of relatively primitive peoples. By contrast, we see ourselves as a science-based, fact-based society that has long-since abandoned its need for mythic constructs. My argument is that this is, itself, our greatest social myth.

The common belief that techno-industrial society generally makes its major decisions based on scientific knowledge, fact and analysis, is simply wrong. We can find myriad examples where factual scientific knowledge has almost no impact on how people think, on popular (group) behaviour, or on the political process. The power of the myth disallows consideration of contrary evidence, including the best of scientific data.

All our great cultural stories – our myths – are concoctions of fact, belief, and shared-illusion, shaped and polished by frequent repetition and ritualistic affirmation.

Myth-making is universal to all societies, and stories are the predominant way human beings have communicated values and cultural myths for thousands of years. Nothing much has changed really – although our campfires are now electronic, stories are still how we create and reinforce cultural myths.

This transition we are facing is a social and cultural journey, it is not a rational and technological task.

If you want to change a culture, you have to change its stories.

This is humanity’s ultimate Quest.

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Cultivating Story Fields

Have you ever tried to plant a seed, and not managed to get your fruit, flower, tree or vegetable to grow?

Now, there may be nothing at all wrong with that seed – but perhaps the soil conditions weren’t right.

So it is with creating change.

Your idea, your seed of change, may be designed to bear fruit that will benefit the world, but if you can’t get it to ‘stick’ long enough for it to take root and grow, it will die.

cracked, dry earth

Image Credit: Texas A&M University

Before attempting to sow seeds of change, you might want to consider whether the receiving environment has the right ‘soil conditions’.

If the situation you are entering or operating in is affected by the cultural equivalent of poor soil structure or a prolonged drought, its going to be a lot harder to get uptake of your initiative, or for it to ‘stick’ without you being around.

The notion that people, if given good information, will draw the ‘correct’ conclusions AND make the logical, rational decision, AND then change their behaviour accordingly is largely misplaced, and often results in a massive waste of time and money – yet it continues to be the basis of many efforts by organisations, particularly public campaigns of governments. It is akin to throwing paint at a teflon-coated wall and wondering why the colour doesn’t change.

Fortunately, we’re now more aware than ever that, although our logic, our science and our data is critical, it is stories that have the power of emotional transformation, and which are enduring means of cultural transmission.

Text image: 'there are two ways to share knowledge: you can PUSH information out or you can PULL them in with story'

Image Credit: Landor Unleash

‘Stories’ in this sense means the stories we tell ourselves, our cultural myths, which reflect our assumptions about the world. These stories are underlying and often unconscious forces that profoundly influence identity, shaping collective and individual behaviour.

The concept of the ‘noosphere’ – from the Greek nous ‘mind’ and  sphaira ‘sphere’, or the sphere of human thought – has been around nearly 100 years. It suggests that just as the Earth has a hydrosphere (the mass of water found on, over and under the planet), an atmosphere (dynamic system of gases, including nitrogen, oxygen and carbon dioxide that envelope the planet) and a lithosphere (the outer crust of the planet and tectonic plates), there may be a collective planetary ‘thought field’:

…the noosphere is the third in a succession of phases of development of the Earth, after the geosphere (inanimate matter) and the biosphere (biological life). Just as the emergence of life fundamentally transformed the geosphere, the emergence of human cognition fundamentally transforms the biosphere.

Other theories are that there is a ‘psi bank’, ‘a magnetic memory field around the Earth that is influencing biological evolution’.

If this ‘noosphere’ is a kind of soup of our collective conscious and unconscious thoughts, could changing the stories in that thought field help to create the right ‘soil conditions’ for change?

Tom Atlee, director of the Co-Intelligence Institute and an organiser of the 2007 ‘Story Fields’ conference held in Colorado, USA, describes stories and their role in cultural change:

Stories (and even individual parts of stories) have a resonant, alchemical relationship with the way we experience life. A narrative or a role-model, for example, can act as a magnet aligning our awareness, beliefs or lives into congruence with its pattern.

A story field is:

a particularly powerful field of influence
generated by a story or,
more often, by a coherent battery
of mutually-reinforcing stories
— myths, news, soap operas, lives, memories, games —
and story elements
— roles, plots, themes, metaphors, goals, images, events, archetypes —
that co-habit and resonate
within our individual and/or collective psyches.

A story field ubiquitously frames what is real, acceptable, and possible,
and directly shapes our lives and our world,
often without our even being aware of its influence.

A story field paints a particular picture of how life is or should be, and shapes the life within its range into its image.

Psychological, organizational or social transformation is usually preceded or accompanied by a change in the story field governing that system. It is therefore usually non-productive to try to change forms and habits without changing the story fields that hold them in place. Once the story field is changed, subsidiary patterns tend to realign rapidly.

Atlee gives the example of Gandhi as someone who effected change by changing the ‘story field’:

For several decades Gandhi inspired millions of poor Indians to step out of their story field of victimhood into a new story field that cast them as heroic nonviolent architects of their own fate – a story field that was reinforced with new stories generated by each victory in their unique campaign for independence.

What is missing for sustainability, and why it may be difficult for people to see disparate ‘bits’ of sustainability in context, is the lack of an overarching narrative, the story of the ‘project’ of our era.

In relation to sustainability, thinkers, writers and activists such as David Korten and Joanna Macy speak of ‘The Great Turning’ which Macy defines as follows:

The Great Turning is a name for the essential adventure of our time: the shift from the industrial growth society to a life-sustaining civilization. The ecological and social crises we face are inflamed by an economic system dependent on accelerating growth…A revolution is underway because people are realizing that our needs can be met without destroying our world.

This might all seem a bit ‘meta’ to folks working at the coalface of day to day life, trying to manage upward in an organisation, or ‘herding cats’ in trying to effect behaviour change, but consider this: what impact does, for example, a cultural myth of limitless growth and limitless resources have, from macro economic and political policy making and investment risk assessments all the way down to whether people consider it important to recycle cans, bottles and cardboard?

So how does one cultivate a story field, exactly?

Atlee’s suggested strategies for how to cultivate positive story fields capable of shaping a new culture include:

– networking like-minded people, organizations, activities, and resources to deepen and spread the emerging worldview.

– engaging ordinary people and targeted populations in telling their stories and visions in an effort to understand how their individual experiences and dreams reflect larger social issues, dynamics and possibilities – in ways that empower them to actively engage with those issues, dynamics and possibilities.

– Imagineering which uses imaginative narrative to realize, create, or catalyze in real life the potentials we are imagining – especially applying it as a networking and organizing tool.

– Possibility Journalism that explores the creative edge of society where experiments and visionaries abound, reporting on people’s active inquiries and possibilities and the energies and motivations that exist on the ever-emerging verge.

In terms of specific the skills and abilities that comprise ‘narrative intelligence’ – ‘the ability (or tendency) to perceive, know, think, feel, explain one’s experience and influence reality through the use of stories and narrative forms’ – Atlee includes:

– the ability and tendency to organize experience and ideas using stories and narrative patterns (an excellent example of this is the use of myth, which defines and discusses concepts – such as archetypes – in narrative form)

– the tendency to understand things better when they are presented in the form of a story (and sometimes to have trouble understanding things when they aren’t presented as stories

– curiosity about the stories behind things, and an ability to investigate such stories

– a tendency to make up stories, plausible or fantastic, to illustrate a point

– the ability to maintain a repertoire of stories (real and imaginary) to convey meanings; the ability to access that repertoire

– resonance with the stories of others; the ability to see another’s viewpoint when presented with the stories which underlie or embody that viewpoint

– the ability to discover themes in the events of a life or story

– the ability to recognize (or select) certain elements as significant, as embodying certain meanings that ‘make sense of things’

There’s no point throwing sustainability seeds on fallow ground. The right ‘soil conditions’ need to be present.

As David Korten says: ‘To change the human course, change the stories that define the culture.’

Cultivating story fields – through Atlee’s approaches, through conversation, through visual stories, through asking strategic questions – can help create a good soil structure with the right nutrients.

What ‘story fields’ are you aware of where you are trying to create change?

What stories are we telling? Which ones should we challenge? How should we reframe them?

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Values, Campaigns & Change

Chris Rose’s site Campaign Strategy is one I always find myself going back to, and one to whom I have referred many people. Chris has a substantial background and track record in campaigning and changemaking, and his work is informed by direct experience and practical research.

Bringing about change is easy (alright – easier) with people who are on the same wavelength as ourselves. It’s all those tiresome people who don’t see things our way who make change difficult, right?

two people standing at opposite ends of an optical illusion - one sees three wooden beams, the other sees four

If it sometimes seems that you are talking a different language, or at least a different dialect, in conversation with others, bear in mind that you seem just as difficult and unfathomable to them!

There are some who say that what we need to do is bring about a shift in values – and over the long term, that’s what does need to happen for humanity. Will we all ever hold the same values, or a shared expression of those values? Hard to say.

In the meantime, right now, we are working in societies where a diversity of values are held, and we need to understand what the  motivators are for different values groups in order to ‘frame’ our conversations and communications – which ‘dialect’ to speak.

What does THAT mean, in tangible terms?

Extensive research undertaken with the British public by Chris Rose and Pat Dade of Cultural Dynamics Strategy and Marketing (CDSM) is presented in their overview, Values Campaign Planner, which maps people’s responses in accordance with grouped values, characterised as ‘Settlers’, ‘Prospectors’ and ‘Pioneers’.*

Compiled over decades of research from questions put to thousands of people, the authors describe the Value Modes database as ‘…like a nationally representative database of hundreds of cross-indexed focus groups.’

The purpose of the Values Planner is to show what values motivate different groups of people, and how communications need to be adapted to create that resonates with each group.

This planner integrates the model of CDSM (aka Values Modes) with the work of Professor Shalom Schwartz of the Hebrew University of Jerusalem to provide an outline guide of motivations which can be used to match the design of offers or asks to audiences, according to motivation.

In essence, it’s like a Myers-Briggs for sustainability.

There are of course overlaps, as people tend not to fall exactly inside the lines of such typographies, however in summary the three main segments are:

  • Settlers (sustenance driven) – oriented to safety, security, identity, belonging
  • Prospectors (outer driven) – esteem-seeking, success-oriented people
  • Pioneers (inner driven) – oriented toward self-actualisation, ethical living, global issues

The three overarching segments reflect Maslow’s hierarchy of needs, and each segment has four subgroups. For example, subgroups of each modes group include:

Settlers: Smooth Sailing

…want routines of convenience, routines that they don’t have to think about. Rules help them do this. They dislike new ideas and ways of thinking – “If it ain’t broke, don’t fix it”. They know, deep down, they have to look after themselves first and that they will always put their own needs before others, whatever they may choose to say in any given situation.

Prospectors: Now People

…have probably the greatest need for the approval of others and this drives their wonderful set of empathetic social skills. They attract others to them, and the high energy they create, like a magnet. They look for the flash and intensity in all situations.

Pioneers: Concerned Ethicals

…need to live a life with a sense of purpose. They attempt to see the world in a holistic way, rather than as a set of disparate issues. They have a strongly pronounced ethical view on all aspects of their lives. They have passion for anything they become involved in, yet sometimes lack compassion for others. They can be seen as interesting and formidable rather than caring and compassionate.

The authors caution against trying to ‘sell’ opposing values to those held by people – making people ‘wrong’ by telling them they hold the ‘wrong’ values is more likely to get an adverse reaction than further engagement. There is no ‘good’ or ‘bad’ category – just different categories.

An example of how this approach could be used with respect to climate emissions in the report Research Into Motivating Prospectors, Settlers and Pioneers To Change Behaviours That Affect Climate Emissions by Rose, Dade and John Scott of Keen-Scott Brand Research.

There is also another good example of the application of this framework by Integral Strategies, which shows how the same local campaign might be framed to resonate with different segments.

cover of 'Three Worlds' book, with three connected cogs, yellow, blue and red

The Values Planner on its own is more than enough food for thought, however Chris recently released a book, ‘Three Worlds: What Makes People Tick’, based on this research, if you would like to investigate this framework further. You can also buy the book direct from the Campaign Strategy site.

Have you ever tried to ‘sell’ a message to an individual or group that just wasn’t receptive to the values contained in that message? What happened?

Did you find a way to tap into the underlying values of that individual or group in a way which enabled constructive discussion to emerge?

* Please note: the Values Planner is for use by non-profits and campaign groups. It may not be used for commercial purposes without the permission of the authors.

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