Kerkmann, B. C. (1998).
Motivation and stages of change in financial counseling: An application
of a transtheoretical model from counseling psychology, Financial Counseling
and Planning, 9 (1), 13-20.
Motivation And Stages
Of Change In Financial Counseling:
An Application Of A Transtheoretical
Model From Counseling Psychology
Barbara C. Kerkmann(1)
While there appears to be general consensus in family finance texts
and literature about which financial management practices are most effective,
there is little agreement about what motivates financial counseling clients
to follow recommendations. The Prochaska, DiClemente and Norcross transtheoretical
model of stages of change is presented as a possible approach to motivate
behavioral changes in financial counseling clients. Financial counseling
techniques and strategies appropriate for each stage are integrated into
the model along with specific interventions, examples and a case study.
Key Words: Financial counseling, Motivation, Stages of change
1. Barbara C. Kerkmann. 353 West 100 North, Logan,
Utah 84321-4401. Phone: 435-752-9065. Fax: 435-755-6000. E-mail:
This paper was written to fulfill the requirements for a Family Financial
Management class towards a masters degree in Family and Human Development
at Utah State University. Ms. Kerkmann thanks Jean Lown for her advice
and support while preparing this paper.