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Punished by rewards
Written by: Sue BarrettArticle Overview: Punishment and reward proceed from basically the same psychological model, one that conceives of motivation as nothing more than the manipulation of behavior. As part of my own development and in an attempt to keep my mind as open and fresh as possible, I take to reading all sorts of things. On my current reading list is a very interesting book called “Punished by Rewards” by Alfie Kohn, author, speaker and educator. He writes about the trouble with “gold stars, incentive plans, As, praise and other bribes”.
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Punished by rewards
Punishment and reward proceed from basically the same psychological model, one that conceives of motivation as nothing more than the manipulation of behavior.
As part of my own development and in an attempt to keep my mind as open and fresh as possible, I take to reading all sorts of things. On my current reading list is a very interesting book called "Punished by Rewards" by Alfie Kohn, author, speaker and educator. He writes about the trouble with "gold stars, incentive plans, As, praise and other bribes".
In light of current discussions and debates about the issues surrounding CEO performance bonuses and incentives, and incentives paid to sales people and other employees, I thought it would be worthwhile to take a look at the possible impact of incentive and rewards systems on the quality of our decision making, the effect on workplace performance and sustainable business practices. I warn you this may not sit well with some of you.
The following is excerpt is taken from the Gurteen Knowledge Website, which reviews the book I speak of.
Our basic strategy for raising children, teaching students, and managing workers can be summarized in six words: Do this and you'll get that.
We dangle goodies (from candy bars to sales commissions) in front of people in much the same way that we train the family pet.
In this book, Kohn shows that while manipulating people with incentives seems to work in the short run, it is a strategy that ultimately fails and even does lasting harm. Our workplaces and classrooms will continue to decline, he argues, until we begin to question our reliance on a theory of motivation derived from laboratory animals.
Drawing from hundreds of studies, Kohn demonstrates that people actually do inferior work when they are enticed with money, grades or other incentives. Programs that use rewards to change people's behaviour are similarly ineffective over the long run.
Promising goodies to children for good behaviour can never produce anything more than temporary obedience. In fact, the more we use artificial inducements to motivate people, the more they lose interest in what we're bribing them to do. Rewards turn play into work, and work into drudgery.
Step by step, Kohn marshals research and logic to prove that pay-for-performance plans cannot work; the more an organisation relies on incentives, the worse things get. Parents and teachers who care about helping students to learn, meanwhile, should be doing everything possible to help them forget that grades exist. Even praise can become a verbal bribe that gets kids hooked on our approval.
Rewards and punishments are just two sides of the same coin - and the coin doesn't buy very much. What is needed, Kohn explains, is an alternative to both ways of controlling people.
The final chapters offer a practical set of strategies for parents, teachers, and managers that move beyond the use of carrots or sticks. Seasoned with humour and familiar examples, "Punished by Rewards" presents an argument that is unsettling to hear but impossible to dismiss. See here for an interview with Alfie Kohn.
When I read this book I cannot help but look at the current financial markets debacle and the consequences excessive greed and unethical rewards systems.
The impact being that it is left up to the rest of us to mop up the mess. Further food for thought...
Why Rewards Cause Problems #2: Rewards Can Punish
Reward and Recognition Reinforce Paternalism or Partnerships
Business Networking Talk Little Ask Lots
New Study of Corporate Rewards Program Proves...
What Are The Different Categories Of Employee Rewards And Recognition Programs?
Article Tags: bribes, candy bars, ceo performance, educator, family pet, gold stars, goodies, incentive plans, incentives, knowledge website, laboratory animals, manipulating people, performance bonuses, psychological model, reading list, sales commissions, six words, sustainable business practices, workplace performance, workplaces
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About the Author: Sue Barrett RSS for Sue's articles - Visit Sue's website  Sue is one of the leading voices commenting on sales today. Sue has a unique way of getting to the heart of the matter - she combines extensive knowledge, research, insight, and practical experience with a deep sense of compassion to bring forth a more enlightened way of thinking and participating in the world. This makes her stand out from the usual crowd of existing business commentators. Her ability to distill complex ideas and relate them to life's everyday challenges and opportunities has audience members and readers leaving with a stronger understanding of "self" and how they can begin to achieve excellence through purposeful action. Presenting and writing on a wide range of topics about the world of 21st Century selling Sue's presentations and articles include sales philosophy and culture, sales leadership and coaching, sales training, selling skills, resilience, neuroscience in selling and more. Sue's articles are some of the most widely read in Australia and she is gaining a following overseas as well. Besides publishing on Barrett Sales Blog site, Sue has been the lead sales writer for www.smartcompany.com.au since 2007, and is also regularly published on other highly regarded publications such as Australian Anthill Magazine, Niche Magazine, Marketing Mag, Business Chicks, and Business Deals. Click here to visit Sue's website   MYTH Cold calling is a good idea Whada ya rates You dont have to make Negotiation a part of every sale Exceeding customers expectations Peak Performance in Prospecting |
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- If you love your work, then there is no pressure. So, pressure builds up when you work for someone else.
Actually, Pleasure and Pain are both side of one coin. You need to have both in order to succeed in life.
Take risks and rewards are higher. Take less risks, the rewards are less. So, understand your capacity and take charge.
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Robert
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- Thanks for the update Evan and for the words of encouragement; I really appreciate it as I have been going backwards for a while now.
GT, I know how hard you work and I am sure that you will see your rewards next time around. Your worst AR figures are still way better than my best so you are still an inspiration when it comes to work rate,
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- Keeping up with your blog with a new post at least once a week should be atop every blogger's to-do list. The Google "Freshness" approach rewards new, original content.
Best incentive to offer employees
- What's the best incentive to offer employees? Is it more health benefits? More vacation? Health club memberships? Paying for training? Cash / non-cash bonuses & rewards?
I'm preparing a new package for my company and would love to get your thoughts!
Thank you in advance!
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