Why Daniel Pink Is Wrong About Sales Compensation

Posted by Chad Albrecht on Tue, Sep 22, 2015

Much has been made recently about the importance of intrinsic incentives. Some have even suggested that the best motivational model has no extrinsic incentives and relies purely on intrinsic motivation. One book in particular, Daniel Pink’s 2009 Drive, has been widely credited with initiating the intrinsic versus extrinsic dialogue, or at least raising the volume on the conversation.


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Is no incentive better than a small incentive?

Posted by Chad Albrecht on Mon, May 05, 2014

People are motivated by intrinsic incentives (internal to the individual) and extrinsic incentives. But can adding a small extrinsic incentive eliminate the intrinsic incentive and cause a negative result? Let me explain with a few examples.


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