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Mixed Signals - How Incentives Really Work (Hardcover)
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Mixed Signals - How Incentives Really Work (Hardcover)
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An informative and entertaining account of how actions send signals
that shape behaviors and how to design better incentives for better
results in our life, our work, and our world Incentives send
powerful signals that aim to influence behavior. But often there is
a conflict between what we say and what we do in response to these
incentives. The result: mixed signals. Consider the CEO who urges
teamwork but designs incentives for individual success, who invites
innovation but punishes failure, who emphasizes quality but pays
for quantity. Employing real-world scenarios just like this to
illustrate this everyday phenomenon, behavioral economist Uri
Gneezy explains why incentives often fail and demonstrates how the
right incentives can change behavior by aligning with signals for
better results. Drawing on behavioral economics, game theory,
psychology, and fieldwork, Gneezy outlines how to be incentive
smart, designing rewards that are simple and effective. He
highlights how the right combination of economic and psychological
incentives can encourage people to drive more fuel-efficient cars,
be more innovative at work, and even get to the gym. "Incentives
send a signal," Gneezy writes, "and your objective is to make sure
this signal is aligned with your goals."
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