Understanding and Developing Motivation

A very interesting book that explains us when we are most motivated and therefore efficient.
The author draws on many scientific studies, in particular those of Harlow and Deci and explains why extrinsic motivation via 'carrot' is ineffective!
Indeed, there is a deep disconnect between what science reveals and in our usual business practices.

The money system works as expected when commercial objectives can be achieved through repetition 'mechanical' elementary spots. In contrast, when the achievement of business objectives through the solicitation of cognition, then the motivation system works by money down the principle that prevailed in its preparation !, plus commission system is attractive, lower will be the seller performance. The Complex Sale in fact requires for the commercial to use problem-solving abilities that require creativity, critical thinking and independent judgment.
We must therefore focus FACTORS INTERNAL MOTIVATION: AUTONOMY, COMPETENCE and SENS are the 3 pillars
which should build the motivation systems.

Chapter 1:
the author develops the types I and X, ineffective 'carrots' and 'sticks'.

Chapter 2:
explanation of the 3 elements that make the efficiency of intrinsic motivation (type I)
-autonomy
-Proficiency
-Finalité

Chapter 3:
The toolbox of type I, with a concrete application for himself, his children ...
a complete bibliography can be found on the Type I (gary hamel, peter f.drucker, jim collins ..........)

end of the book, each chapter is summarized!
+ Glossary + discussion guide on motivation.

A fascinating book on motivation with examples from the world of business: is understood eg why Wikipedia has grown and why Microsoft Encarta collapsed and disappeared.

EXCELLENT - READ