dan_pink
TRANSCRIPT
12th Annual Service Management Forum
Daniel H. Pink4 March 2010
THE CANDLE PROBLEM
THE CANDLE PROBLEM
THE CANDLE PROBLEM . . . AGAIN
“As long as the task involved only mechanical skill, bonuses worked as they would be expected: the higher the pay, the better the performance.”
D. ARIELY, U. GNEEZY, G. LOWENSTEIN, & N. MAZAR, Federal Reserve Bank of Boston Working Paper No. 05-11, July 2005; NY TIMES, 20 Nov. 08
But once the task called for “even rudimentary cognitive skill,” a larger reward “led to poorer performance.”
D. ARIELY, U. GNEEZY, G. LOWENSTEIN, & N. MAZAR, Federal Reserve Bank of Boston Working Paper No. 05-11, July 2005; NY TIMES, 20 Nov. 08
“In eight of the nine tasks we examined across the three experiments, higher incentives led to worse performance.”
D. ARIELY, U. GNEEZY, G. LOWENSTEIN, & N. MAZAR, Federal Reserve Bank of Boston Working Paper No. 05-11, July 2005
“Our [previous] sales salary system felt like . . . a gigantic, complex and medieval spirograph centered on an assumption that wasn’t true.”
NEIL DAVIDSON, CO-FOUNDER, RED GATE SOFTWARE
FACT:Money is a motivator.
MASTERY
AUTONOMY
PURPOSE
MASTERY
AUTONOMY
PURPOSE
TEAM
TIME
TASK
TECHNIQUE
FEDEX DAYS
20 PERCENT TIME
“Just about all the good ideas here have bubbled up from 20 percent time.”
ALEC PROUDFOOT, Google
Turn your next offsite into a FedEx Day.
MASTERY
AUTONOMY
PURPOSE
“. . . enjoyment-based intrinsic motivation, namely how creative a person feels when working on a project is the strongest and most pervasive driver.”
Karim R. Lakhani & Robert G. Wolf, “Why Hackers Do What They Do: Understanding Motivation and Effort in Free/Open Source Software Projects,” in Perspectives on Free and Open Software, edited by J. Feller, B. Fitzgerald, S. Hissam, and K. Lakhani (MIT Press, 2005)
“The key to motivation . . . doesn’t depend on elaborate incentive systems. (In fact, the people in our study rarely mentioned incentives.)
Teresa M. Amabile & Steven J. Kramer, “What Really Motivates Workers,” Harvard Business Review (Jan. 2010)
“. . . making progress in one’s work.”
Teresa M. Amabile & Steven J. Kramer, “What Really Motivates Workers,” Harvard Business Review (Jan. 2010)
DIY PERFORMANCE REVIEWS
MASTERY
AUTONOMY
PURPOSE
THE PURPOSE MOTIVE
“A purpose bigger than your product (or service -Ed).”
MATS LEDERHAUSEN
“He preserved the union and freed the slaves.”
“He lifted us out of a great depression and helped us win a
world war.”
What’s your sentence?
Was I better today than yesterday?
