!"#$%&'()%'*+",#$#"-",.'/0**"/.12'3'!04"%.'51,/",.670)*"'8$#"!1!
'
!
!
Regard!de!Robert+Vincent!Joule,!chercheur!en!psychologie!sociale!+!Comment!amener!
autrui!à!modifier!librement!ses!comportements!et!à!s'engager!?'
Comment!s'y!prendre!pour!changer!les!mentalités!et!les!comportements!des!gens!?'9'/".."'
:)"(.10,' :)1' ,0)(' 1-;$/."' <' .1.%"' ;%02"((10,,"*' 0)' ;"%(0,,"*=' *$' ;(>/?0*0#1"' &"' *@",#$#"-",.'
$;;0%."' ),"' %A;0,("' 0%1#1,$*"B' 8*)(1")%(' &A/",,1"(' &"' %"/?"%/?"' -0,.%",.=' ",' "22".=' :)"' ,0)('
;0)C0,('1,2*)",/"%'$).%)1='&$,('("('/0,C1/.10,(='("('/?01D='("('$/."(='($,('$C01%'<'%"/0)%1%'<'*@$).0%1.A='
,1'-E-"'<'*$';"%()$(10,B'
Années!40!aux!US!–!Servir!des!abats!:!enjeux!de!santé!de!publique!
9/.10,('&"'/0--),1/$.10,'3'-$,#"%'&"('$4$.('F;%"(("='$221/?"(='%$&10GB''H,'I".."'*+$%#",.';)4*1/';$%'
*"('2",E.%"('
Kurt!Lewin'"(.'),' "(.'),';(>/?0*0#)"' $-A%1/$1,'&@0%1#1,"'$**"-$,&"'(;A/1$*1(A'&$,('*$' ;(>/?0*0#1"'
(0/1$*"'".'*"'/0-;0%."-",.$*1(-"B''
LE!GRAND!PARCOURS!GERME!2012!
'
!"#$%&'()%'*+",#$#"-",.'/0**"/.12'3'!04"%.'51,/",.670)*"'8$#"!2!
'
J*'$' -1('(0,'1,."**1#",/"' $)' ("%C1/"'&)'.%$1."-",.' &"'/".."' /$)("' ;0)%' -0&121"%' *"('/0-;0%."-",.('
&"('-A,$#"('".'*"('1,/1."%'<'("%C1%'&"('$4$.(K'1*'C$'0;.1-1("%'*+$%#)-",.$1%"';0)%'/0,C$1,/%"'($'/14*"'3'
*"(' -A,$#L%"(K' J*' ("' ;0("' &"(' :)"(.10,(' ()%' *$' /14*"'3' :)"*(' (0,.' *"(' $%#)-",.(' :)1' C0,.'*"('
(",(141*1("%B' 'J*' *"(' -".' ;$%' ;".1.(' #%0);"(' $C"/' ),' 1,."%C",$,.'3' :)"(.10,(=' %"/".."(B' 8%"-1L%"'
-"()%"'3'"**"('(0%.",.'/0,C$1,/)"(='-0.1CA"('".'1,20%-A"(K''-$1('1*'($1.':)+1*',"'2$).';$('",'%"(."%'*<='
/$%' /"' :)1' "(.' 1-;0%.$,.' /"' ,+"(.' ;$(' /"' :)+"**"('0,.' &$,(' *$' .E."' -$1(' /"' :)+"**"(' C0,.' 2$1%"B'
M22"/.1C"-",.'(")*"-",.'N'O'&"('-A,$#L%"('C0,.'("%C1%'&"('$4$.(K'P"';%04*L-"'&"'($,.A';)4*1:)"'
%"(."'",.1"%K''
J*'>'$'),'#%$,&'&A/$*$#"'",.%"'*$'(;?L%"'&"('1&A"('".'*$'(;?L%"'&"('/0-;0%."-",.('3'/0--",.';$(("%'
&"'*+1&A"'$)'/0-;0%."-",.K''
M1,(."1,'&1.'3'1*'2$).'$%%E."%'&"'/%01%"':)"'*"'/?$,#"-",.'&A;",&'&"('1&A"(B'
9*0%(' *+1&A"' &"' P"Q1,' "(.' *$' ()1C$,."'3' I"' ($1(' -0.1C"%=' -"(' 1&A"(' (0,.' 40,,"(K' ".' (1' /+A.$1.' ),"'
&A/1(10,K'$*0%('C01*<'/0--",.'1*'(+>';%",&K'",'."%-1,$,.'(0,'&1(/0)%(',0,';$(';$%'3'R'I"'/0-;."'()%'
C0)(K'S'-$1('()%'R'&1."(6-01':)1'(0,.'/"**"(';$%-1'C0)(':)1'C0,.'("%C1%'&"('$4$.(K'S'".'*"(';"%(0,,"('
*LC",.'*$'-$1,K'0,';$(("'&"'N'O'<'NT'OBBB''
M.'/"*$'*"'2$1.'%A2*A/?1%K''
M.' 1*' /0,.1,)"K' 0,' C"%%0)1**"' *"' (>(.L-"' &A/1(10,,"*' K' ,0)(' (0--"(' *"' /0-41",K' ".' &$,(' ),"'
("-$1,"K' :)1' ;$%-1' C0)(' &$,(' ),"' ("-$1,"' ("%C1%0,.' &"(' $4$.('U' V0--",.' C0.%"' -$%1' $' %A$#1='
/0--",.'C0('",2$,.('0,.'%A$#1'U'P<='I"';0)%%$1('-0,."%'),"'/$-;$#,"',$.10,$*"';0)%'*"('$4$.(BBB'W1'
/"%.$1,(' C")*",.' -"' &0,,"%' *")%' ,X' &"' .A*A;?0,"' ",' -"' ;%A/1($,.' *+?")%"' <' *$:)"**"' I"' ;")D' *"('
$;;"*"%'K'50)('(",."Y'/0--"'*"';%0/"(()('&A/1(10,,"*'("'-".'",';*$/"K'8*)('C0)('("%%"Y'/$;$4*"('
&"'.1%"%'*+1&",.121/$.10,'C"%('*"'?$).='".';*)('*"('#",('C0,.'(+>'%"/0,,$Z.%"'".'("%0,.'21"%('&"';$%.1/1;"%K'
MD"-;*"'$)'%"(.$)%$,.'3'),"';"%(0,,"'C1",.'(+1,(.$**"%'<'*$'.$4*"'<'/[.A'&"'*$'C[.%"'$C"/'),'/$%.$4*"K'
50)('-$,#"Y'C0('?0%('&+\)C%"(K'"**"'2$1.':)"*:)"(';$(K'50)('&"-$,&"'&)'2")B'P"('.$4*"('(0,.' <'
]-^_'KB'`)"*:)+),'$%%1C"='(+$;;%0/?"'&)'/$%.$4*"='04I".'&"'($'/0,C01.1("'F"D;A%1-",.$.10,'$C"/'&"('
"D;A%1-",.$.")%(' ".' *"' ()I".' ,$a2GB' P"(' A.)&"(' &A-0,.%",.' :)"' (")*"-",.' ]_' O' (+1,."%;0(",.' ;0)%'
"-;E/?"%'*"'C0*'&)'($/B'W1';$('&"'/0,.$/.'3'%A()*.$.'_OB'NL-"'"D;A%1-",.$.10,'3'*+"D;A%1-",.$.")%'$)'
/$%.$4*"'(+1,(.$**"='("'*LC"='".'&1.'<'(0,'C01(1,'R';0)C"Y6C0)('()%C"1**"%'-"('$22$1%"('3'0)1'<']__'O'",'
."%-"'&"'%A;0,("K'*"'0)1'04.",)'0,'("'%".1%"='*"'C0*")%'$%%1C"=']__'O'&"(';"%(0,,"('1,."%C1",,",.K'
/"*$' ,"' &A;",&' ;$(' &"' *$' ;"%(0,,$*1.A=' ,1' &"' *")%' C$*")%BBB' -$1(' <' ),' I")' &"' /1%/0,(.$,/"(=' <' *$'
&"-$,&"' 2$1."K' ".' ),"' &"-$,&"' <' *$:)"**"' I"' ,"' ;")D' ;$(' %A;0,&%"' $).%"' /?0("' :)"' 0)1K' /+"(.'
;$%/"':)"',0)('$C0,('C"%%0)1**AK'
b0)(' &"-$,&0,(' <' &"(' 04("%C$.")%(' &"' ("' -"..%"' <' *$' (0%.1"' &)' %"(.$)%$,.B' 8")D6.)' -"' &1%"' (1' *$'
;"%(0,,"' :)1' (0%.' "(.' 1,."%C",)"' 0)' ;$(' &$,(' *$' .",.$.1C"' &"' C0*' :)1' C1",.' &+1,."%C",1%K' ".' *"('
04("%C$.")%(' ,"' ("' .%0-;",.' ;$(K' /$%' *"(' #",(' :)1' (0,.' 1,."%C",)(' (0%.",.' $C"/' A*$,' ".' ,0,' ",'
.%$1,$,.' *"(' ;1"&(=' ",' %"#$%&$,.' *"(' A.01*"(' ".' ,0,' *"' 40).' &"' ,0(' /?$)(()%"(K' 0,' ;$%*"%$1.' <' &"('
-)%(K'/$%'*$';"%(0,,"'("'&1.'R'.01'-0,'C1")D'.)'"(':)"*:)+),'&+$(("Y'20%.K'S'V+"(.'c$'*+",#$#"-",.K'
P"';%1,/1;"'&"',$.)%$*1($.10,='1-$#1,0,(':)"'C0)('$C"Y'),"'2"--"=' &"('",2$,.(K' ".'C0)(' %$/0,."Y'
*+?1(.01%"K' $C"/' *"' -$D1-)-' &"' &A.$1*=' ".' <' *$' 21,K' 1-$#1,0,(' :)"' C0)(' ,+$C"Y' ;$(' /?01(1' C0.%"'
/0-;$#,"=' C0.%"' A;0)("' ;$%' ?$($%&' -$1(' ;0)%' ($' 21,"(("' ;(>/?0*0#1:)"=' ;0)%' ("(' *"/.)%"' ;(>/?06
!"#$%&'()%'*+",#$#"-",.'/0**"/.12'3'!04"%.'51,/",.670)*"'8$#"!3!
'
(0/1$*"K' ".' :)"' C$6.6"**"' &1%"'3' R'/"*$' ,"' -+A.0,,"' ;$(' &"' .01' /?A%1'S' ".' (0,' 21*(K' R'0)$????' /00*'
;$;$K'SB''
!"#$%&0,(':)"',0)('$C0,('A.A'/$;$4*"('&"';%0&)1%"'),"'(1.)$.10,'."**"':)+),"';"%(0,,"'%A$*1("'),'
/0-;0%."-",.' :)+"**"' ,+$)%$1.' ;$(' ")' (;0,.$,A-",.K' ' W;0,.$,A-",.' "**"' $)%$1.' -1(' *"' ,"Y' &$,('
*+$((1".."'",'2$1($,.'("-4*$,.'&"',"'%1",'C01%K'*<'*$';"%(0,,"'(+1,."%;0("='("'*LC"'".'"-;E/?"'*"'C0*'".'
-".('*"('$22$1%"('",.%"'("('I$-4"('0)'*"('%$;;%0/?"'&"'*)1K''
P+",I")'&)'-$,$#"-",.'"(.'&"'%",20%/"%'/"'*1",='".'C0)('C0>"Y':)+1*'>'$'T'",I")D'3'
B'/%A"%'),'/0,."D."';0)%':)"'*"('#",('2$((",.'/"':)+1*(',+$)%$1",.';$('2$1.'(;0,.$,A-",.'
B'-$1('),'/0,."D."'."*=':)+1*'2$((",.'$;;"*'<'/"':)+1*('(0,.';0)%'"D;*1:)"%'/"':)+1*('0,.'2$1.='4"(01,'&"'
(",('d'
'
V"%.$1,"('&A/1(10,('(0,.';*)('&1221/1*"(':)"'&+$).%"(=';$%201('1*',"'()221.';$('&"'&"-$,&"%';0)%'04.",1%=''
Ne!jamais!demander!ce!que!l’on!ne!peut!vous!donner!lorsque!vous!le!demandez…!
'
M,'%"C$,/?"'I"';%A;$%"'$)I0)%&+?)1'*"('&A/1(10,(='*"('",#$#"-",.('&"'&"-$1,K''
'
eA/0)C"%."'21,'&"('$,,A"('f_='&A4).'g_';$%'*"(';(>/?06(0/1$)D'3'*+$/."';%A;$%$.01%"B'h0).'*+1,.A%E.'&"'
,"';$('$**"%'.%0;'C1."B'e+",/*",/?"%'*"';%0/"(()(='(1,0,'1*'2$).'%"C",1%'",'$%%1L%"B'J&",.121"%']';$(B'
Comment!peut+on!amener!les!gens!à!mettre!un!panneau!pour!la!sécurité!routière'U'V+"(.'(i%':)"'
&"('#",('C0,.'.%0;'C1."='".':)+1*'>'$'&"('",2$,.(':)1'I0)",.'<';%0D1-1.A='-$1('&"'*<'<'2%$,/?1%'*"';$('&"'
-"..%"' ),' ;$,,"$)' &$,(' (0,' I$%&1,K' 9;%L(' ),"' /$-;$#,"' &"' /0--),1/$.10,' ]fO' &"(' #",('
$//";.",.B'
9*0%(' ;0)%' $**"%' $)6&"*<K' C01*<' /"' :)+1*(' 0,.' 2$1.K' ),' ;$,,"$)' (1' 0,' *"' %A&)1.=' ",/0%"=' ".' ",/0%"='
:)+"(.6/"' :)+1*' %"(."K' ),' $).0/0**$,.K' $)' *1")' &"' -"..%"' *"' ;$,,"$)=' 1*' &"-$,&",.' &"' -"..%"'
*+$).0/0**$,.' ()%' *")%' CA?1/)*"=' ]__O' &"(' #",(' $//";.",.K' P"' /0--"%/1$*=' ,"' ($1.' ;$(' <' :)1' 1*'
(+$&%"(("K'(1'/+"(.':)"*:)+),':)1'$'-1('),'$).0/0**$,.'0)';$(K';$%201('1*'(+$&%"(("'<'&"(';"%(0,,"('
,+$>$,.' ;$(' ;0(A' &+$).0/0**$,.' K' ]fO' ),1:)"-",.' $//";.",.K' ;$%201(' <' /"%.$1,(' :)1' 0,.' ;0(A'
*+$).0/0**$,.'".'*<'gf'O'&"('#",('$//";.",.K'
9**0,(';*)('*01,K'*"('$/."(';%A;$%$.01%"('0,.'&"('"22".('-E-"':)$,&'0,'&"-$,&"';*)('%1",K'V+"(.'/"'
:)"'*+0,'$;;"**"'*$'&"-$,&"'1-;*1/1."K''
'
MD'3'&$,('*$'%)"='",'(0%.$,.'(0,'.A*A;?0,"':)"*:)+),'.0-4"'),'41**".K'$*0%(':)+1*',"'*"'C0)('&"-$,&"'
;$(=';0)%.$,.'($'&"-$,&"'"(.'41",'*<'R';%AC","Y6-01K'S'T_O'&"(';"%(0,,"(';%AC1",,",.K'V0--",.'
2$1.60,'U'j,'"D;A%1-",.$.")%'&$,('),"'%)"**"='(")*"=':)1',"'/0)%.';$(='<'91D'",'8%0C",/"'),1:)"-",.'
T_'O';%AC1",,",.K'&0,/'k_'O':)1'20,.':)01'U'
9).%"'"D;A%1-",.$.10,'",'"(($>$,.'&+1,2*)",/"%'(0,' /0-;0%."-",.K'"D/)("Y6-01';0)C"Y6C0)('-"'
&1%"'0l'"(.' ;0,.'m1%$4"$)'U'P$' C1"'-0,.%"' <'/".."' ;"%(0,,"':)+"**"'"(.' ("%C1$4*"K''"**"' .0)%,"='".'
/%01("'*+"D;A%1-",.$.")%':)1';"%&'(0,'41**".K'n_'O'&"(';"%(0,,"('$C"%.1((",.K''
9**0,(';*)('*01,='/"'/0);6/1'",';*)('&"'&"-$,&"%'(0,'/?"-1,='1*'C$'2$1%"'%A;A."%='",'"D;*1:)$,.':)+1*',"'
/0-;%",&' ;$(' 41",' *"' 2%$,c$1(K' ]__' O' &"(' ;"%(0,,"(' %A;L.",.=' ".' ;)1(' 1*' ;%",&' *$' %)"**"='
*+"D;A%1-",.$.")%';"%&'(0,'41**".'^^'O'&"(';"%(0,,"('$C"%.1(("-",.K'/"'/0);'o/1'1*'"D;*1:)"':)+1*',"'
/0-;%",&' ;$(' *"' 2%$,c$1(=' ".' *+$,#*$1(' &"-$,&"' ;$%' *"(' #"(."(' (1' 1*' ;").' *+$//0-;$#,"%' F^_-' *"('
(A;$%",.'&)';0,.'m1%$4"$)G=''".'*<'*"'%A()*.$.'"(.'&"'k_'OB'
'
!"#$%&'()%'*+",#$#"-",.'/0**"/.12'3'!04"%.'51,/",.670)*"'8$#"!4!
'
V+"(.'*"'(>(.L-"':)1'2$1.'*"('?0--"(K'*"('?0--"('(0,.'/"':)+1*('(0,.K'(1',0)(',+$%%1C0,(';$('<'/%A"%'
/".'A*$,'/0**"/.12B'
'
7+",'$%%1C"'<'/"';%1,/1;"'&"',$.)%$*1($.10,'3'/+"(.'2$C0%1("%'*+A.$4*1(("-",.'&+),'*1",'",.%"'*$';"%(0,,"'
".'("('$/."(='*0%(:)"'AC1&"--",.'(0,'/0-;0%."-",.'/0%%"(;0,&'<'("('$..",."(B'
'
9(()-"%'3' ,0)(' $C0,(' .0)(' 4"(01,' &"' %"/0,,$1(($,/"=' &"' C$*0%1($.10,' (0/1$*"=' ".' /"*$' &+$).$,.' ;*)('
:)"',0)('(0--"('",'4$('&"'*+A/?"**"B''
m$1(',$.)%$*1("%'/+"(.';*)('3'*<'/+"(.'.01='c$'/"'(",.':)"'/+"(.'.01K'
'
9..",.10,'$)';%1,/1;"'&"'&A,$.)%$*1($.10,'3'(A;$%"%'*"';%0&)/.")%'&"'*$';%0&)/.10,B'''
h0-'$'TpT_'3'/"',+"(.';$('.01='/"*$',"'."'%"(("-4*"';$(='".'(1'h0-'"(.'()221($--",.'b$%/1((1(A='1*',"'
&"C%$1.';$('&1%"'3'0)1'I"'()1('),"'.$%"K'.0)I0)%('*"'/0,.%$.K':)"';%0;0("(6.)'U'M.'*$';"%(0,,"'.1",&%$'
<'/\)%'&"'C0)('&A-0,.%"%'".'&"'("'-0,.%"%':)+"**"',+"(.';$(':)"'(0,'.%$C$1*';0)%%$1.'*$1(("%';",("%'<'
&A-0,.%"%K'
'
Voilà!comment!on!peut!casser!ou!au!contraire!mettre!en!place!des!dynamiques!de!succès…!
V$%0*1,"'8"%*"..1'
1 / 4 100%
La catégorie de ce document est-elle correcte?
Merci pour votre participation!

Faire une suggestion

Avez-vous trouvé des erreurs dans linterface ou les textes ? Ou savez-vous comment améliorer linterface utilisateur de StudyLib ? Nhésitez pas à envoyer vos suggestions. Cest très important pour nous !