The truth about motivation AND WHAT MAKES HEALTHY HABITS … · with weight loss while longer breaks between weigh-ins was associated with risk of weight gain.2 In that study, someone

THE TRUTH ABOUT MOTIVATION 1

The truth about motivation

AND WHAT MAKES HEALTHY HABITS STICK


But the type of motivation and messaging behind what gets people going

is a different story, and one that is nothing close to one-size-fits-all. Inside this

report, you’ll get the inside scoop on motivation, the importance of motivational

interviewing, and some effective ways to apply motivational messaging to your

wellness program. You’ll also find suggested messages to help motivate your

workforce across various fitness levels.

Motivation is key to helping people initiate and maintain behavior change, and thereby achieve their health goals.


Motivation is the energy that drives people to accomplish their personal goals—which often involves making a behavior change. Recent behavioral research has shown that quality of motivation may be more important than the quantity of motivation.

High quality motivation is made up of three components, “it’s

my choice,” “it’s important to me” and “it’s within my ability.

The choice element stresses the importance of having an

individual decide to make a behavior change on their own,

as opposed to feeling pressured to do so. The importance

component usually means that if the change is connected to

your personal goals and values—like being a good parent or

spouse—people tend to feel a stronger commitment to that

change that they might not feel if they were pressured into

something. The ability piece explains the significance of making

a behavior change realistic and attainable, rather than a far-

fetched goal that could lead to disappointment and defeat.

Ken Resnicow, PhD, Professor of Health Behavior & Health

Education at the University of Michigan, thinks of motivation as

energy. During the 2017 Fitbit Captivate conference, Resnicow

explained, “Since behavior change takes energy, it is key to

borrow energy from something that already energizes you and

has a high quality in your life already.”

When motivation comprises of these three components, change

can stick.

THE SCOOP ON MOTIVATION

IT’S

MY CHOICE

IT’S

IMPORTANT TO ME

IT’S

WITHIN MY ABILITY

WHAT IS HIGH QUALITY MOTIVATION?

IT HAS THREE COMPONENTS:


Instead of instantly focusing on “what” your employers should change or

“how” they should go about it, it’s important to focus on the “why” first.

And perhaps the best way to learn that is through a technique called

motivational interviewing. This is a sophisticated counseling approach

that helps people build a strong why.

MOTIVATIONAL INTERVIEWING AS A POWERFUL TOOL:

WHY


The “why” is what gets to the root of

the quality—or energy—of someone’s

motivation, and is what will ultimately lead

to a lasting behavior change. Resnicow

noted, “A strong “why” has the three

components of high quality motivation:

IT’S WITHIN MY ABILITY

I FEEL THAT I HAVE THE ABILITY TO DO SO

IT’S MY CHOICE:

I AM DOING IT BECAUSE I DECIDED TO.

IT’S IMPORTANT TO ME

IT LINKS TO MY PERSONAL VALUES.

STRONG WHY COMPONENTS:


Additionally, the “why” behind a person’s behavior can

be connected to their autonomous motivation, or what

is meaningful and important to an individual, and their

intrinsic motivation, or what is inherently enjoyable to

them. Many studies have found that the more autonomous

and intrinsic a motivation is, the more it will lead to lasting

changes in physical activity and diet.1 On the other hand,

controlled motivation, which is driven by external factors,

like guilt, pressure, money, praise, or even fame, is likely

to lead to poor behavior outcomes since it is not tied to

internal values—the individual is taking action based on

the result. As such, extrinsic motivation is often linked to

guilt and pressure because a person is likely to feel badly

about missing out on the reward, Resnicow explains.

When talking through someone’s goals with them, it is

important to express empathy and understanding for

their fears, barriers, and ambivalence before moving to

the “how” phase. Resnicow calls this “comforting the

afflicted” and “rolling with resistance.” Once you listen

to their fears and barriers, you can reflect them back.

Jumping straight into figuring out a resolution risks the

possibility that the person will feel like they’re being told

what to do without first being understood. Instead of

trying to “fix” people, first acknowledge what they are

going through and then work with them to find a high-

quality meaning for change.

The keys to empathy and moving towards motivation:

1. Teixeira, Pedro J; Carraca, Elianna V; Markland, David; Silva, Marlene N; Ryan,

Richard M. (2012 June 22). Exercise, Physical Activity, and Self-Determination

Theory: A Systematic Review. The International Journal of Behavioral Nutrition

and Physical Activity. Retrieved 2017, from

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC3441783/

COMFORT THE AFFLICTED: Listen to fears and barriers

ROLL WITH RESISTANCE: Reflect back and move forward


When thinking about motivation as it relates to wellness,

it’s important to remember that there is no one-size-fits-all

approach. A workforce is comprised of people with different

fitness levels and different physical activity habits. In other

words, your employee population is made up of different

fitness personas with unique goals, values, and motivators.

Some have high quality motivation, some, low.

Although different fitness personas (which you’ll read more

about in the “Motivational messaging for the different fitness

personas at your workforce” section later in this report)

require different types of motivation, one method is a must for

all—finding what’s important to someone, then tailoring the

message accordingly. For example, people who have steady

workout routines might be called Active Athletes, and they are

ready to take on a marathon because they inherently love to

exercise. Someone who is cognizant of getting more fit but

unsure how to get started might be a Concerned Changemaker

and be motivated to get in shape for a friend’s wedding.

Whatever the reason for the goal they set, the motivational

message needs to speak to someone’s personal values to

result in lasting behavior changes. Someone’s fitness persona

can tell you a lot about the level they are emotionally ready to

change, how motivated they are, and ultimately, how to best

speak to them.

Finding the right approach to motivational messaging


There’s a wealth of information on this topic, but we broke

down the crucial pieces of motivational messaging into

four parts, based upon Resnicow’s teachings:

PEOPLE LIKE TO BE COMPARED… TO THEMSELVES.

There are different types of motivational messaging, or

feedback, that people are drawn to, which vary based

on the persona that they fall under or the circumstance

that they are in. Some people may be drawn to ipsative

feedback, which compares data about yourself to yourself.

People often pay attention to feedback about themselves,

but it’s better if that feedback is positive. In fact, one study

found that daily self-weighing was generally associated

with weight loss while longer breaks between weigh-ins

was associated with risk of weight gain.2 In that study,

someone who got the message “You weigh 150 pounds;

last week you weighed 155 pounds” would likely feel proud

of their accomplishment and more inclined to weigh in

again the next day.

EMPATHY IS KEY.

On weeks when someone doesn’t achieve notable

improvements, feedback may need to be tailored to

express greater empathy and acknowledgement of their

possible struggles. For example, stating “You missed your

step goals this week. You have to get back on track.”

risks demotivating or even offending a person. A more

thoughtful and empathetic approach to that would instead

be, “You seem to be struggling a bit this week with getting

your steps in, and you have done better in the past. What

happened this week? What can you do to get back on

track?” Demonstrating your willingness to understand

and help allows people to open up to you and feel like

you understand what they’re going through. Rather than

“fixing” someone, first focus on understanding how they

feel, then work with them to come up with a tactic that

will help them accomplish their goal.

2. Helander, Elina E; Vuorinen, Anna-Leena; Wansink, Brian; Korhonen, Iikka K.J. (2014

November 14). Are Breaks in Daily Self-Weighing Associated with Weight Gain? PLOS

One. Retrieved 2017, from

http://journals.plos.org/plosone/article?id=10.1371/journal.pone.0113164

21


THINK OF “PUSH” AND “PULL” MESSAGING.

People respond to different styles of messaging, and can

lean more towards a “push” or “pull” messaging approach.

“The majority of the population prefers the “pull” tone,

which is less directive, poses more questions, and supports

autonomy” explained Resnicow. On the other hand, a “push”

approach is more direct in telling someone what to do.

Someone can either be drawn to one method consistently,

or may need a mix of “push” and “pull” depending on the

circumstance. Increasing exercise may require more of a

“pull” approach, where someone is reminded of how much

fun they used to have while playing a sport. Where someone

with diabetes might benefit more from a “push” approach,

which directly tells them that it’s time to take their insulin.

THE ROOT OF SUSTAINED CHANGE.

When it comes to exercise, finding the “why” is critical for

long term change. Generally speaking, exercise shouldn’t

be prescribed, but rather connected to the “why” that

motivates someone. Although there are some cases where

prescribing exercise is necessary, for the most part, finding

the deeper root as to why someone should exercise is the

type of motivation that’s important.

PUSH MESSAGING PULL MESSAGING

Time for you to take a walk!

Stop procrastinating

and let’s hit the

pavement again!

Make sure you set a

good example for your

family. They notice if

you’re sitting on the

couch all day. Now, let’s

get up and get moving!

I’ve noticed you seem

more refreshed and

energetic after a brief

walk. Would you consider

a lap around the building

to stretch your legs and

enjoy the fresh air?

You used to love going on

walks with your neighbor.

Think about how you

might feel if you picked

that up again.

You love your family and

want to be there for them

whenever you can. How

would exercising more

help your relationship with

your loved ones?

3

4


What does this mean for interventions and incentives?It is crucial to factor in energy when deciding the best way

to handle someone. The “Difficulty by Motivation” matrix

can help distinguish which intervention to use for someone

based on how much energy the change involves and how

emotionally ready someone is to make the change.3 If

a behavior requires low energy, like a screening test, or

taking a health risk assessment (HRA), a simple nudge

may suffice. But if something requires more energy, like

quitting smoking or starting an exercise routine for the

first time in years, a more intense approach such as health

coaching in combination with motivational interviewing

may be more effective.

Incentives are an area that need to be handled carefully

to make sure a behavior change sticks, especially

when it comes to high-energy changes. In fact, some

psychologists believe incentives are harmful because they

can cancel out autonomous motivation.4 But, Resnicow

explained that combining incentives with motivational

interviewing—or someone’s values—can be an effective

way to accomplish high-intensity behavior changes

without canceling out intrinsic motivation. The trick is to

provide choice around an incentive, like getting something

as cash or as a voucher, so it’s not controlling in the eyes

of the individual. More importantly, it can help to combine

an incentive with someone’s values, such as a donation to

their charity of choice, so the individual feels a connection

to what they are working towards.

3. Resnicow, Ken; et al. (2017 January).Efficient Allocation of Public Health and Behavior

Change Resources: The “Difficulty by Motivation” Matrix. American Journal of Public

Health. Retrieved 2017, from

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC5308170/pdf/AJPH.2016.303526.pdf

4. Promberger, Marianne; Marteau, Theresa M. (2013 September). When Do Financial

Incentives Reduce Intrinsic Motivation? Comparing Behaviors Studied in Psychological

and Economic Literatures. American Psychological Association. Retrieved 2017, from

http://psycnet.apa.org/record/2013-30843-004


Now that you have a foundation for understanding how to tap into people’s motivation,

and you’re aware of the potential challenges ahead, take a look at some sample

motivational messaging that you can start incorporating in your wellness program.

Your employees likely vary across different fitness levels, which we broke down into

four fitness personas. Check out which persona best describes your employees, then

learn communication strategies to help them reach their goals.

To wrap things up...


WHAT MOTIVATES ACTIVE ATHLETES?Active athletes have a deep passion for staying healthy and fit—it’s core to their lifestyle and inherently enjoyable. These folks rarely miss a day at the gym and find working out and competition to be satisfying. Active Athletes are intrinsically motivated, meaning they are driven by their internal values and need little to no external factors to keep them engaged.

Motivational messaging for the different fitness personas at your workforce:


EXAMPLE 1: You ran a half-marathon recently—

you rock! Perhaps you could help

organize a company sponsored 5k

in the coming months.

EXAMPLE 2: You’ve taken 2 workout classes this

week. How about taking 3 more to

make it 5 for 5?

MOTIVATIONAL MESSAGE EXAMPLES FOR ACTIVE ATHLETES


WHAT MOTIVATES MOTIVATED MOVERS?Motivated Movers appreciate being active and fit, but they don’t necessarily follow a rigorous

workout routine. These folks are autonomously and intrinsically motivated and might take the

stairs instead of the elevator, or get off the bus a stop or two early to get more steps in.

Motivated Movers value their family and social lives, so they may not sign up for that spin class

discount you offer, but they are open to new ideas on how to get moving.



MOTIVATIONAL MESSAGE EXAMPLES FOR MOTIVATED MOVERS

EXAMPLE 1: You have 7,000 steps; last week

you averaged 5,000. How might

you feel about taking it to the next

level? Consider aiming for 8,500

steps with a quick jog after work!EXAMPLE 2: Living a healthy lifestyle is second

nature to you—the more you

exercise and the cleaner you eat,

the better you feel. Taking care of

yourself consistently will make you

feel energized and comfortable

in your own skin. Keep it up, and

consider taking it to the next level

with a 20 minute walk after dinner

one night this week!


WHAT MOTIVATES CONCERNED CHANGEMAKERS?Concerned Changemakers are motivated extrinsically. They recognize the benefits of being

healthy and active, but they often have a difficult time getting into a fitness routine or staying

motivated. These folks look outward for a reason to get fit, such as incentives, and are motivated

by external factors when trying to make healthy behavior changes.



MOTIVATIONAL MESSAGE EXAMPLES FOR CONCERNED CHANGEMAKERS

EXAMPLE 1: Something seems different this

week. What helped you last

week when you had 5,000 steps

compared to your peers with

2,000 steps? EXAMPLE 2: You’re committed to getting more

active, but are having a tough time

getting started. But you know that

if you got more into fitness, you

could lower your cholesterol levels.

What do you think about trying

one of the yoga classes held in the

office next week?


WHAT MOTIVATES IDLE AVOIDERS?Idle Avoiders tend to find exercise intimidating and difficult, and they rely on external

factors for motivation. Perhaps they had a recent injury, or are just reluctant to hit the

gym—either way, there’s something stopping them from excercising. Idle Avoiders look

to others for encouragement, and they’re more likely to keep up an exercise routine once

they begin seeing results.



MOTIVATIONAL MESSAGE EXAMPLES FOR IDLE AVOIDERS

EXAMPLE 2: The gym is intimidating to you,

and you don’t love to work out.

But if you started to incorporate a

more active lifestyle, you would see

positive changes in your body. What

if you start out by aiming for 6,500

steps a day, and every time you hit

your goal, you’ll be entered into a

raffle to win a gift card?

EXAMPLE 1: It’s understandable to find exercise

intimidating, especially if there’s

risk for injury. But you also know if

you became more active, you could

become less injury-prone. How might

you feel if you started exercising,

slowly but surely?

THE TRUTH ABOUT MOTIVATION 20WP-004-BTHE TRUTH ABOUT MOTIVATION

To learn more about how Fitbit Health Solutions can help you develop successful programs, create

engaging challenges and improve employee health, contact us at www.healthsolutions.fitbit.com.

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The truth about motivation AND WHAT MAKES HEALTHY HABITS … · with weight loss while longer breaks between weigh-ins was associated with risk of weight gain.2 In that study, someone