Using the DISC system to motivate dental patients

Abstract

Dentists report that motivating patients to accept treatment plans and adopt behaviors that will improve their oral health is a significant challenge in their practices. According to the DISC system, which was developed by William Moulton Marston, people can be classified as having a "dominant" (D), "influencing" (I), "steady" (S) or "cautious" (C) behavioral style. Dentists and dental team members who recognize patients' DISC styles and tailor their communication accordingly may have greater success in motivating patients. Practitioners cannot classify all patients easily into one of the four DISC styles, and patients may have multiple reasons for rejecting treatment plans and resisting behavioral changes. However, the DISC system provides a set of useful principles for motivating many patients. Practice Implications. The benefits of using the DISC system may include an increase in the rate of treatment plan acceptance and an improvement in patients' behavior necessary for optimal oral health.