Recent Stories with tag motivation

Behavioral economist Dan Ariely brought a big crowd to a sold-out Town Hall appearance on Tuesday night. He was wearing a black, Nehru-collared shirt; jeans; and red sneakers, and the crowd seemed hipper as well, than you might get at a typical economist's talk.

His new book, The Upside of Irrationality, is just out, and both New York Times reviewers and NPR reporters have fastened upon his claim that we're less like the cerebral Spock of Star Trek fame and more like the "fallible, myopic, vindictive, emotional, biased Homer Simpson."

Out of context this isn't news, because of course Spock was supposed to stand in contrast to humanity, while Homer Simpson is the de facto everyman. What Ariely is challenging, though, is that traditional economics is built on the fiction of a "rational" or "optimizing" actor, who in theory makes very Spock-like judgments on the basis on self-interested cost/benefit and utility analyses.

In other words, economists tend to think that everyone is just like them--or that enough people are--that it's close enough.

Ariely's adventures in behavioral economics, in contrast, provide a fundamental correction. It's rooted in the neuroscience of the last few decades, which has rewritten and resolved some old dichotomies. Joseph LeDoux's research into emotions and thought, for instance, that we're all emotionally driven, whether we're aware of it or not. Reason divorced from emotional impulse is simply the capacity to plot out decision trees, not to rate which one is preferable. The moment we evoke cognition, Ariely argues, people stop caring. Emotion propels us to action, not thinking.

Ariely had finished his last book, Predictably Irrational (Here's my recap of his 2008 Town Hall talk) just as the subprime meltdown was arriving. Finally, behavioral economics, which had been pooh-poohed as being too bottom-up to allow for strong theoretical claims, had an upset apple cart to stand on and shout from.

"I couldn't have hoped for a better marketing campaign," Ariely said. Those critics who said the stock market compensated for irrational behavior had some explaining to do. "All of a sudden we saw these things can actually have big consequences."

In that book, he focused a lot on the difference between social and market economies, and how adopting a pure market economics standpoint makes us, functionally, less human. (Whereas a pure social economy leads to Burning Man.) The thesis: "Social economy norms create more happiness than market economy norms."... (more)

Daniel Pink visits Town Hall in Seattle on Monday, January 11. His talk begins at 7:30 p.m. Tickets are $5.

Of the pack of gurus in the running to assume the mantle of Drucker and become the business world's go-to guy for advice on how to have it all, the author of Free Agent Nation and A Whole New Mind, Daniel Pink, both is and isn't in the running.

It's hard to imagine anyone today having the chance to survey a monolithic business world the way Peter Drucker did. Today's analyses are either fiercely domain-specific or meta-analyses of a fractured, niche marketplace. Nonetheless, Daniel Pink books--for "intelligent, forward-thinking, optimistic folks," bursting with the hallmarks of the get-smart genre--sell like iPods (which I think supplanted hotcakes in sales rankings some years ago).

Drive naturally comes with an extended subhead ("The Surprising Truth ABout What Motivates Us") and includes seven reasons for things, invented dichotomies ("Type I's almost always outperform Type X's in the long run"), recourse to experts and research, and glowing case studies of businesses that "get it."

In other words, Drive is to books what the Clif Bar is to food. If, like me, you find your soul's tastebuds shriveling from over-exposure to this high-energy presentation style, I want to deliver some surprising truth of my own: It's worth reading, and mulling over. It challenges you. (If hard-charging execs did book clubs, this would be a good pick.) And it's not "just" for business types--if you need to work for a living, there's something here for you.

Let me skip to the end, to explain why. According to Pink (the author, not the singer), motivation is what happens when autonomy, mastery, and purpose head off in the same direction. That's drive.

He's arguing for real autonomy here, not the faux kind where corporate sets goals and workers have the "freedom" to achieve them by working as long as they want so long as it's longer. The example he gives is of a ROWE (results-oriented work environment), where employees set their own hours--they come to work to work, not to show up at the office for 8.5 hours.

On the one hand, I resist the book jacket's "paradigm-shattering" emphasis, but on the other, just imagine what it would take to get your office to switch to ROWE. Many, if not most, of you are all too familiar with how suspicious command-and-control types are of giving employees meaningful choices. They may mean well, but they just can't get their heads around it. Their mantra is "Work harder, not smarter."

Fundamentally, they believe people don't like work, and would rather be someplace else: Only rum and the lash motivate the swabbies. But the thesis that underlies Pink's book is that in many cases, extrinsic motivators are only briefly effective, and are often counter-productive for the long-term. The thrill of a Salesperson of the Month plaque dwindles quickly. And if it's all about the extra money from a raise, why not take bids from competing firms for your services?... (more)