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 than the control condition (getting nothing). But as the week went on, people who’d gotten the bonus that first day began to perform worse than people who hadn’t been rewarded at all!
Please excuse the exclamation point, but it’s hard to describe an Ariely finding without one. His work often so directly counters our common understandings that it’s startling, even funny. This also has a lot to do with Ariely himself. His tenacity as a researcher is matched by his commitment to sharing his ideas with the public, in plain language and often with a dose of humor. He’s written a slew of popular books, including Predictably Irrational, The Upside of Irrationality, and The (Honest) Truth About Dishonesty, and given a number of TED Talks. (Full disclosure: I wrote about Ariely for TED last year.) We spoke by phone on a mid-October morning, and Ariely was professorial in the best way: no jargon, tons of examples, and committed to helping me understand.
More here – Longreads
PS: I had not noticed that peoples attention spans were so bad they had to be warned in advance how many words an article was and how long it would take to read.
