Wrap up

“there’s nothing as useful as a good theory?”

OrganizationPracticeIT

Identity Materiality

Context & everyday challenges

Shaming

framing

Enforcing use

Meanings given away

Using IT for leadership

Shaping use

Introducing IT

Managers are a special kind of user

Eppur si muove!

What we read about are statistical regularities that do

not even apply in our own everyday lives!

“how about some tools?”

Sales target

Saleswork target

Below target

Above target

Above targetBelow target

Sales

Saleswork

Ladder-climbers“go up the ladder”

20%

Money-grabbers(Prize-oriented)

“make money and win prizes”

3%

Money-grabbers(Not prize-oriented)“just make money”

20%

Ladder-hoppers “move to corporate”

1%

Wage-earners “make a living”

56%

Tool #1 - Identity

Tool #2 - Change process

Tool #2 - Persuasion process

Tool #4 - The red pill

PracticeStructure

Identity Materiality