What motivates us at work? You may be surprised at what the research shows.

by Lainie Turner | May 28th, 2010
Everything Else, Tips-n-Tools

Years of tradition tell us that the carrot-and-stick approach is what motivates people: the greater the potential rewards, the harder a person will work to reap them. So, if you are manufacturing widgets and you need to step up production, you might set a cash bonus incentive for workers who exceed quota. Research shows us this will work beautifully for people performing purely mechanical, system-oriented tasks. But when it comes to work that requires cognitive skills, nearly the opposite effect occurs. This seems counter-intuitive, doesn’t it? Yet, studies by some of the most prestigious institutions in the USA have been replicated around the world, and the effects are the same.

Now let’s look at incentives for knowledge workers. The research shows they won’t produce more work simply because you’ve offered a bonus for exceeding quota. And you can’t underpay people: that’s a de-motivator. You have to pay them fairly. After that, you can bring other, much more effective motivational tools into play.

This RSA Animate adaptation of a Dan Pink talk illustrates the studies and the results in a very entertaining way. Think “chalk-talk” video, but without the snoring.

If you need to motivate someone in your life, whether it’s your workers, your children*, or your customers, you’ll be interested in these findings.

What are some non-traditional methods you’ve found useful in motivating people?

* Yes, I do consider children knowledge workers. They are working on accumulating knowledge every day in every way.