Within Theory of Constraints (TOC) applications, ‘buy in’ is often considered a marketing approach. The key to buy-in, as per Efrat is creating a sense of ‘Psychological’ ownership. She says that people must ‘FEEL’ that the change is their, it is their initiative. She says that the layers of resistance is a way to build
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During past couple of months the library at IIM Bangalore got a large set of books from HBR Press. Last week when I walked in, I picked up ‘Buy*in’ by John P. Kotter and Lorne A Whitefield. Kotter is an authority on change management and has made significant contribution in ‘speeding up’ change management in
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