A Conversation With Dan Ariely About What Shapes our Motivations

Longreads

“It’s astonishing to me how some ideas endure even when it’s obvious that they are no longer relevant,”Dan Ariely writes in his latest book, Payoff: The Hidden Logic That Shapes Our Motivations. A professor of psychology and behavioral economics at Duke University, Ariely relentlessly examines our assumptions about ourselves—and finds they’re often totally misconstrued. We think, for example, that money is our main motivator in the workplace. But not only are “a sense of connection, meaning, ownership, and long-term thinking” often more effective, it also turns out that monetary bonuses can work against us, undermining our commitment to the work itself. In one study, workers at a semiconductor factory were offered rewards of a pizza voucher, a compliment, money, or nothing on the first day of a workweek. That first day, the voucher and the compliment boosted productivity more than the bonus, but all three motivated people more…

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