ABSTRACT
This chapter discusses one approach to the problem of inducement, namely, reducing the costs to the clientele group of complying with the plan. The other approach is to add preference value to the planned behavior relative to existing behaviors—to give the clientele positive reasons for compliance. Both approaches lead to the same result—inducing people to choose to behave according to the plan. The plan attempts to bring changes in the existing behavior pattern. The problem of inducement is to overcome persistence in the old behavior by making the values of behaving according to the plan relatively greater, and to do this without incurring large new costs of subordination. The existing pattern of behavior has qualities of persistence; it is valuable in some way or it would not be maintained. These qualities of persistence are five: habit, moral standards, expediency, rationality, and resistance to subordination.
