Mixed signals : how incentives really work /
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 bu...
| Κύριος συγγραφέας: | |
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| Μορφή: | Βιβλίο |
| Γλώσσα: | English |
| Έκδοση: |
New Haven ; London :
Yale University Press,
2923.
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| Θέματα: |
Πίνακας περιεχομένων:
- Introduction : Do as I say, not as I do
- How signaling wins markets. Credible signals
- How Toyota won the hybrid car market
- It's just who I am : the value of self-signaling
- Avoid mixed signals. When more is less : incentivizing quantity at the expense of quality
- Encouraging innovation but punishing failure
- Encouraging long-term goals but rewarding short-term results
- Encouraging teamwork but incentivizing individual success
- How incentives shape the story. Stakes and mistakes
- Mental accounting : choosing the incentive's currency
- Regret as incentives
- Prosocial incentives
- Awards as signals
- Use incentives to identify the problem. Are US students really so bad?
- Overhead aversion : how nonprofits get a bad rap
- "Pay to quit" strategy : making employees put their money where their mouth is
- Bribing the self : cheating and self-signaling
- How incentives lead to behavior change. Creating habits : change happens one step at a time ... literally
- Breaking habits : kicking bad behaviors ot the curb
- I want it now!
- Removing barriers
- Helping communities change harmful cultural practices. From lion killers to lion savers : changing the story
- Insurance fraud and moral hazard : the Maasai edition
- Changing the warriors' story
- Changing the economics of female genital mutilation
- Negotiate your signals : putting incentives to work at the negotiation table. Anchoring and adjustment
- The contrast effect
- Price signals quality
- The norm of reciprocity
- Conclusion : From mixed signals to clear signals.
