Strangely enough, this guy (I’m talking about Ted Pink and his… video. ) did not reveal anything new 🙂 Back in the 1950s, Mr. Frederick Herzberg developed what is known as the two-factor theory of motivation Текст для перевода: ..
It was already pointed out back then that money is not a motivator; it simply serves as a “hygiene” factor that answers the question: “Should I go to work?” As Daniel Pink beautifully illustrated in the video above, true motivators are recognition, responsibility, autonomy, and growth.
Daniel said that monetary motivation only works for low-skilled jobs. However, even in straightforward roles like sales or office management, money doesn’t play such a simple role in motivation. Think about it: will a salesperson sell twice as much if they are paid twice as much in commission? They are already on commission, which is why they sell as much as they can. A salesperson will perform better if promised they can earn more by achieving certain goals, but that’s a different matter. And when it comes to clerks, like those in HR or accounting, it’s even more obvious. A higher salary won’t make them work harder.
There is another unpleasant effect related to money: its diminishing marginal utility. The more money you have, the less significant each additional penny becomes for you. We live in the 21st century, in cities. Everyone has a roof over their head, food, and clothing. Maslow is nervously smoking in the corner, even though for some reason he is still being discussed in universities.
The problem isn’t that no one knows this. The problem isn’t that business owners are unaware of it. The “natural selection” of entrepreneurs sets them apart from the “nerds” who study these issues and are simply out of the loop, believing that “money conquers all.” Moreover, in our environment, management positions are often filled not by talented individuals, but by “effective” managers who have secured these roles not based on professionalism, but on loyalty, nepotism, and even tribalism.
And, of course, the manager’s completely wrong answer: “Money” to the question “What do you give your people that makes them work for you?” Just “money” is what all companies offer. It’s neither interesting nor new 🙂 Manager, what do you give your subordinates?