Jump to ratings and reviews
Rate this book

Payoff: The Hidden Logic That Shapes Our Motivations

Rate this book
Bestselling author Dan Ariely reveals fascinating new insights into motivation--showing that the subject is far more complex than we ever imagined.

Every day we work hard to motivate ourselves, the people we live with, the people who work for and do business with us. In this way, much of what we do can be defined as being "motivators." From the boardroom to the living room, our role as motivators is complex, and the more we try to motivate partners and children, friends and coworkers, the clearer it becomes that the story of motivation is far more intricate and fascinating than we've assumed.

Payoff investigates the true nature of motivation, our partial blindness to the way it works, and how we can bridge this gap. With studies that range from Intel to a kindergarten classroom, Ariely digs deep to find the root of motivation--how it works and how we can use this knowledge to approach important choices in our own lives. Along the way, he explores intriguing questions such as: Can giving employees bonuses harm productivity? Why is trust so crucial for successful motivation? What are our misconceptions about how to value our work? How does your sense of your mortality impact your motivation?

128 pages, Hardcover

First published November 15, 2016

Loading interface...
Loading interface...

About the author

Dan Ariely

54 books3,596 followers
From Wikipedia:

Dan Ariely is the James B. Duke Professor of Behavioral Economics at Duke University. He also holds an appointment at the MIT Media Lab where he is the head of the eRationality research group. He was formerly the Alfred P. Sloan Professor of Behavioral Economics at MIT Sloan School of Management.

Dan Ariely grew up in Israel after birth in New York. He served in the Israeli army and when 18 suffered third-degree burns over 70 percent of his body from an accidental magnesium flare explosion during training.

Ariely recovered and went on to graduate from Tel Aviv University and received a Ph.D. and M.A. in cognitive psychology from the University of North Carolina at Chapel Hill, and a Ph.D. in business from Duke University. His research focuses on discovering and measuring how people make decisions. He models the human decision making process and in particular the irrational decisions that we all make every day.

Ariely is the author of the book, Predictably Irrational: The Hidden Forces That Shape Our Decisions, which was published on February 19, 2008 by HarperCollins. When asked whether reading Predictably Irrational and understanding one's irrational behaviors could make a person's life worse (such as by defeating the benefits of a placebo), Ariely responded that there could be a short term cost, but that there would also likely be longterm benefits, and that reading his book would not make a person worse off.

Ratings & Reviews

What do you think?
Rate this book

Friends & Following

Create a free account to discover what your friends think of this book!

Community Reviews

5 stars
952 (18%)
4 stars
2,114 (42%)
3 stars
1,550 (30%)
2 stars
341 (6%)
1 star
54 (1%)
Displaying 1 - 30 of 592 reviews
Profile Image for Amir Tesla.
161 reviews669 followers
September 5, 2018
Are you unsatisfied with your job?
Do you want to spark motivation among your employees?
This book might help.

The book
Dan Ariely the is a best-selling author and one of the pioneers of cognitive psychology. To the best of my knowledge, in this book, he's covered the most significant elements of motivation which I'll cover as we proceed.
I have always been fascinated by how often our intuitions lead us astray. Consider this case on motivation: Which one do you think is more motivating for employees of a company:
A. If they achieve their daily-defined goal, they will be rewarded 30$ accordingly.
B. If they achieve their daily-defined goal, the company boss will send them a message of appreciation.
Our intuition finds choice A far more plausible one, but, it's not actually correct. Not only money does not increase employees productivity, but also in the long run ruins it. Monetary rewards constantly have been shown to drastically decrease motivation (especially in the case of knowledge works) and sabotage productivity. So what's the solution?
The elements of motivation Ariely discusses in this book are:
I. Meaning
II. Creation and Effort
III. Social connection
IV. Eternity
Now let's explore each one

We're motivated by meaning and connection because their effects extend beyond ourselves, beyond our social circle and maybe even beyond our existence.

The most effective.
To put it as concise as possible: if you manage (or even just invent) a why behind whatever it is you're doing, it not only makes it easier for you to do but also far more enjoyable. The best evidence for this claim is the difference in attitudes of hospital janitors. Some of them find their job torturous as it may seem to many of us. But a fraction of them believes they are contributing to the well-being of hundreds of patients residing there. The latter group has managed to find a meaning in what they do and motivation and joy are the rewards of their attitude.
The Blueprint For Finding Meaning:
: Try to mentally reframe what you're doing and find out how the job you're doing is contributing to something bigger.

On the other hand, it's very easy to destroy people's motivations. Just shred their works or ignore their efforts.

Creation and Effort
When we work harder and spend a bit more time and effort, we feel a greater sense of ownership and thus enjoy the fruits of our effort.

We are egocentric creatures by nature and the more effort we put into something, the more sense of identity we cast into that object and the more joy we gain in the process.
The Blue Print:
Whatever it is you're doing whether on your job or a mundane task at home, remember that the more effort and focus you put into it, the more pleasure you will gain.

The lesson here is that a little sweat equity pays us back in meaning, and that is a high return ...

Sociality and connection:
The more a company can offer employees opportunities for meaning and connection,
the harder those employees are likely to work and the more enduring their loyalty is likely to be

In the motivation equation, love in its various forms builds upon itself. When partners are in a successful relationship, each strengthens the other, and everyone in their circle benefits. As people feel connected, challenged and engaged, as they feel more trusted and autonomous; and as they get more recognition for their efforts, the total amount of motivation, joy, and output for everyone grows much larger.

The Blue Print:
Next time if you want to plant the seeds of loyalty and motivation into someone's heart who has done you a favor, don't offer them monetary rewards, instead invite them over for a dinner for such events cannot be priced at all ...

The simplest form to kill trust and goodwill is to pay people directly for their performance.

Final word: This is a tiny book you can readily consume on one setting yet it provides some critical insights into the intricate subject of motivation. So it's definitely worth a shot and I recommend it to anyone who desires to motivate him/herself or his/her employees.
Profile Image for David Rubenstein.
804 reviews2,539 followers
June 8, 2018
This is a very short book about motivation. Money is not the only factor in motivating people; sometimes it isn't even a major factor. The scientific evidence is clear, from psychological experiments, that usually internal rather than external factors are more important. People are much more motivated to work efficiently if they have a sense of purpose, that is to say, if their efforts have meaning and the end-products are visible.

All pop psychology books describe experiments, and this book follows the same pattern. Many of the experiments are surprising, and give fascinating insights into the human psyche. In the beginning of the book, Ariely describes a presentation on the subject of motivation to a group of staff members at a Seattle software company (Microsoft?). They were deeply depressed because the project they had been working on for a few years had been cancelled. All of their labor had been wasted. It was truly an ironic experience, for this was a perfect example of how to de-motivate people.

I have read earlier books by Dan Ariely, but they were more in-depth than this book. While this book is entertaining and brief, other books cover the same subject in much more detail. For other engaging books on this subject, I would recommend Drive: The Surprising Truth About What Motivates Us or Punished by Rewards: The Trouble with Gold Stars, Incentive Plans, A's, Praise and Other Bribes.
Profile Image for Tirdad.
90 reviews32 followers
June 25, 2022
از نظر روان‌شناسی معمولی و از نظر فلسفی بسیار سطحی و ضعیف بود. به درد آن‌دسته از کارآفرینانی می‌خورد که می‌خواهند برای توجیه بهره‌کشی، استدلال‌های فلسفی و فکت‌های روان‌شناختی بجورند و با آن پز دهند.
Profile Image for Saeed Ramazany.
Author 1 book63 followers
March 13, 2019
این کتاب از سری کتاب‌های Ted Booksئه که کلا قراره نه خیلی کوتاه باشند و نه بلند. یه چیزی در میانه که بتونند مفهوم رو برسونند، ولی عمیق هم نشند.
و خب در همین فرصت کوتاه ۱۲۴ صفحه‌ای هم باز دن آریلی (حداقل از نظر من) اضافه گویی کرده بود. من کتاب‌هایی رو دوست دارم که حجم فکت و ارجاع و آزمایش توشون زیاده. تو این کتاب حجم حرف‌های خود دن آریلی زیاد بود.
کتاب در مورد «انگیزه»س. این که چطور وقتی فعالیت‌ها برامون بامعنا باشند انگیزه‌ی بیشتری داریم براشون، چطور وقتی به انجام دادن کاری فکر می‌کنیم انگیزه‌های بیرونی (مثل درآمد، خوش‌فرم شدن بدن) مهم هستند و چطور وقتی درگیر کار هستیم انگیزه‌های درونی (چقدر لذت بخشه؟ چقدر با معناست؟ چقدر باهاش حال می‌کنیم؟). بخشی از کتاب به اهمیت حس نامیرایی اشاره داره و این که دوست داریم اثری از ما در جهان باقی بمونه. تو یه بخش دیگه نشون میده که چقدر اهمیت پول و انگیز‌ه‌های مالی کم هستند و یه جایی هم به اهمیت حس کنترل داشتن روی زندگی می‌پردازه. یه جایی از کتاب اثر آیکیا (IKEA effect) رو توضیح میده، این که هر چقدر روی چیزی بیشتر انرژی و سرمایه و عمر بزاریم، برامون عزیزتره و بیشتر دوستش داریم.

چون زود تموم میشه و حس خوب تموم کردن یه کتاب رو میده پیشنهاد میدم. مخصوصا که خود دن آریلی آدم معتبر و شناخته‌شده‌ای‌اه تو حوزه‌ی کتاب (علوم رفتاری). اما اگه براتون حس خوب تموم کردن کتاب مهم نیست، تقریبا هر کتاب دیگه‌ای تو همین حوزه از آدم‌های معتبر بخونین بهتره. «هر» کتابی.
چون کتاب payoff بیشتر شبیه به یه دورهمی با حرفای کلی و نهایتا ۲ ۳ تا نکته‌س. ولی مثلا thinking fast & slow در همین مقایسه شبیه به یه ترم علوم رفتاری تو هاروارده.

کلا اگه با این حوزه آشنا باشین و دو سه تا کتاب خونده باشین چیز خاصی نداره. هدف از انتشارش هم انگار آشنایی کسایی که با این حوزه غریبه‌ان بوده.
Profile Image for Hesam.
151 reviews18 followers
August 23, 2020
بر اساس سخن دن آریلی در این کتاب، «یکی از اعجاب‌انگیزترین موضوعات در این حوزه این است که انگیزه، اغلب، ما را به سمت دستاوردهای مشکل، چالش‌برانگیز و دردآور هدایت می‌کند».
نتایج تحقیقات دن آریلی و همکارانش ، که تعدادی از آزمون‌های طراحی و اجرا شده‌ی جذاب آنها در کتاب امده است، نشان می‌دهد که «تفاوت زیادی میان معناداربودن و خوشحالی وجود دارد.» و « و آنچه به ما حس معنا می‌دهد الزاما خوشحالمان نمی‌کند»
به بیانی بذر انگیزه غالبا در سنگلاخ‌های رنج‌آور و مصیبت‌بار زندگی مدفون است و سربرآوردن و جوانه‌زدنش مشروط به آن ست که آدمی با ساختن هویت اصیل خویش از خلال معناسازی یا معنایابی بستر این بذر را حاصلخیز گردانده و راهی برای شکوفایی ِ او بگشاید. به نظرم این‌جا این سخن داستایوفسکی را بهتر می‌توان فهم کرد که گفته بود:
«در زندگی تنها از یک چیز می ترسم و آن اینکه شایستگی ِ رنج هایم را نداشته باشم.»

یکم- ترجمه ترجمان از کتاب روان و خوب بود
دوم- دوست فاضل‌م امیر ریویوی جامعی از نکات کتاب به دست‌داده که خواندنش مفید خواهد بود (اینجا)
Profile Image for Tyler Hochstetler.
101 reviews17 followers
February 10, 2017
Why is my motivation sometimes strong and sometime lacking? I find myself wanting to do the things I should, and doing the things I should not. What is the formula for motivation? This book asks that question. Quick and to the point, Dan Ariely gave me an inkling of an idea about creating my own formula. Drawing from the insights of Victor Frankl, who wrote 'Mans search for Meaning', Dan showed me something..that motivation is complex, but pursing a life of meaning will give one the tools for daily motivation. I don't know who I will be tomorrow morning, however, if I know who I want to be then I will be unknowingly creating my own formula. I resolve today to work towards who I want to become. Dan Ariely gave me, through numerous examples and stories, a new perspective of myself. Nietzsche stated,"He who has a why to live for can bear almost any how." What does this mean to me? That my motivation must spring from "why", and that I my formula for success will be developed by pursuing my purpose in life.
Profile Image for عبدالرحمن عقاب.
680 reviews767 followers
March 30, 2017
‏(دان أرييلي) أحد أهمّ الكتاب في مجال علم الاقتصاد السلوكي‎ behavioral ‎economics ‎، و هو أيضًا أحد الباحثين فيه ممن يجرون الدراسات سعيًا وراء فهم السلوك ‏البشري بأسلوبٍ علمي تجريبي. ‏
يُناقش هذا الكتاب صغير ��لحجم من سلسلة كتب ‏TED‏ (الحافز‏‎(‎‏ الذي يدفع الإنسان للإنجاز، ‏ويناقش حقيقة هذا الحافز وطرق قتله أو إشعاله. يستند الكاتب في رأيه إلى الأبحاث والدراسات ‏التي قام بها شخصيًا وفريقه البحثي، ويوردها بأسلوب وافٍ وواضح ابتداءً من بزوغ السؤال ‏وانتهاءً بنقاش النتائج. ( غالب هذه الدراسات ذكرها "أرييلي" في كتبه السابقة، لكنه جمعها ‏موضوعيًا هنا).‏
كما ناقش الكتاب الأساليب التي ما تزال تمارس في المؤسسات والشركات وآثارها على الفرد ‏‏(العامل/ الموظف). وأشار سريعًا إلى جذور هذه الحالة في الفكر الرأسمالي، وتصوّره للبشر ‏المنبثق من العصر الصناعي السابق، وعقد مقارنةً سريعة هنا بين فكرة "الاغتراب" عند ماركس، ‏وفكرة الكفاءة الانتاجية عند آدم سميث. ‏
لا يصل (أرييلي) إلى معادلة الحافز البشري، ويرى أنها لغز يحتاج إلى جهود طويلة وكبيرة ‏ومتضافرة. ويربط رأيه بالفكر الفلسفي الأعمق المرتبط بسعي الإنسان وراء (المعنى ) في حياته.‏
ختامًا، أشير إلى كتابٍ‎ ‎‏ سابق ناقش هذا الموضوع (الحافز) وطرحه بشكلٍ أوسع وأوفى وهو ‏كتاب (دانييل بينك) باسم ‏Drive ‎‏. فمن كان مهتمًا فبه فليبدأ.‏
Profile Image for Clarisa Doval.
245 reviews10 followers
January 11, 2017
Meh. I love Ariely and have read most of his books. This one felt pretty superficial; I guess, maybe because it is a TED book, it is meant to be mostly an introduction to the topic.
Profile Image for Atif Shaikh.
116 reviews
January 16, 2017
Seems like Dan Ariely was in a rush to finish this book or maybe the 'motivation' wasn't truly intrinsic. The book does not built a case for motivation being all about connection, meaning and goodwill but rather enumerates a few anecdotal examples here and there.

The best part of the book is that it isn't repetitive or long to read but that doesn't speak much about the topic or the book itself. That being said, the overall zeitgeist on motivation is pretty established and this book doesn't complement any existing thought process either.
Profile Image for Elena.
131 reviews40 followers
February 16, 2017
I am quite disappointed, found here too little of original thought, twist on facts, or playful language (presence of which in some cases can be an ok-enough substitute for food for thought for me). I did like Ariely's previous three books... I guess there was not enough time to gather good material this time.. Or was my disappointment simply a product of "proximity bias" (i read much more engaging book just prior to this one)?

Profile Image for Valentin Shvets.
25 reviews1 follower
February 12, 2017
A collection of superficial and uninsightful personal stories with brief outlines of couple researches already extensively covered in previous books. The main conclusion: motivation is influenced by various emotions and studying it will be fun. I'm just glad this was a relatively short waste of time.
Profile Image for Rosita .
62 reviews14 followers
December 24, 2022
این کتاب رو به پیشنهاد مجتبی شکوری شروع کردم و بنظرم ارزش خواندن رو داره .
گروه Ted در معرفی کتابهاش میگه: این کتابها انقدر کوتاه هستند که با یک بار نشستن میشه تمومشون کرد اما انقدر طولانی هستند که وارد عمق مطلب شوند.
درمورد این کتاب این موضوع را کاملا حس کردم. کتاب هیچ ادعایی نداره که با خوندنش به جوابی برسید و یا با رعایت ۸ نکته موفقیتی تضمینی نصیبتون بشه!
خاطرات شخصی نویسنده، تحقیقات روانشناس‌ها در محیط کاری و زندگی روزمره و ... کتاب رو خواندنی کردند .

البته اگه به کتاب های مربوط به حوزه‌های کار آفرینی، مدیریتی یا انگیزشی علاقه دارید پیشنهادش میکنم
اگر میخواهید افراد را بی‌انگیزه کنید ، راهش "خورد کردن" کارشان است. با این حال خیلی راحت و با "نادیده گرفتن" تلاش‌هایشان هم میتوانید به همان نتیجه برسید.
Profile Image for Hossein Forootan.
61 reviews37 followers
November 11, 2018
از وقتی این بابا رو پیدا کردم، همین دن آریلی، در دشمنی با ایده و ادبیات موفقیت آمریکایی احساس تنهایی نمی‌کنم.
حتما کم شماریم ولی این که هم‌دیگر را پیدا کنیم، مایه قوت قلب است.
هم در این کتاب و هم در کتاب‌های دیگرش، آریلی با ظرافت و تیزبینی سوراخ‌ها را پیدا می‌کند و بر افسانه‌های پرتکرار اما خیالی دست می‌گذارد.
کلا اگر دنبال پول و موفقیت به عنوان متداول هستید، در کتاب‌هایش چیزی پیدا نخواهید کرد.
کیفیت ترجمه و چاپ خوب است، دست بچه‌های ترجمان درد نکند
Profile Image for Frank.
66 reviews9 followers
March 7, 2017
It was fine, but largely a rehashing of what was in his other books. Nice quick summary for someone who hasn't read the other work.
Profile Image for Chadi Raheb.
332 reviews349 followers
March 26, 2023
بیاین یه انسان تقریبا نرمال و باشعور و دارای عزت نفس رو در نظر بگیریم.
فرض کنیم یه پروژه مهمی دست این انسانه. بعد از کلی جون کندن، اون پی‌آف و اون چیزی که در این انسان رضایت عمیق به وجود میاره، لزوما اون پولی نیست که بابت کارش می‌گیره. اون پاداش، خیلی اوقات، وقتی حتی کلامی باشه، مثلا یه تشویق جانانه از سمت رییس یا تشکر درست حسابی از سمت همکارا، همون واسه اون انسان خیلی ارزشش بیشتره و در نتیجه حس بهتری بهش میده و هلش میده برای بهتر انجام دادن پروژه بعدی.

یعنی ما آدما، از نوع تقریبا نرمال باشعور دارای عزت نفس‌مون، چیزی که برامون عمیقا ارزشمند و انگیزه‌دهنده‌ست، یکی حس اکامپلیشمنته (که باعث میشه حس با ارزش بودن و مفید بودن کنیم و قوی‌تر ادامه بدیم) و یکی ساپورت (که میتونه شکلای مختلف مالی، کلامی، عاطفی داشته باشه). این کتاب مثالای خوبی میزنه از پژوهشای مختلف که نشون دادن خیلی اوقات اون ساپورت کلامی ارزشش و نتیجه‌ش بالاتر و طولانی‌تر بوده روی کیس‌هاشون.

خلاصه، اون دو مورد رو از انسان بگیر و تبدیل میشه به یه پوسته‌ی خالی که هی باید دو دستی بچسبی بهش که خودشو از پنجره پرت نکنه بیرون و نیفته توی حیاط همسایه.
Profile Image for Mojtaba Shirani.
86 reviews10 followers
April 8, 2023
کتابی با موضوع بررسی اثر انواع پاداش در انگیزه و عمل ما نکته اولی که در این کتاب به چشم می‌خورد سطحی بودن اون از نطر فلسفی و روانشناسی بود نکنه دوم این بود فقط به بخشی از موضوع پرداخته اما نکته مثبت آن این بود که همان بخش جزئی رو مستند و علمی بررسی کرده
متن کتاب سنگین نیست و به خاطر مثال هایی که از زندگی معمولی ما میزنه مفاهیم رو به خوبی به مخاطب منتقل میکنه اگر با این مساله مواجهید که پاداش رو در مسیر حرکت خودتون کی کجا و چگونه قرار دهید به عنوان یه کتاب مقدماتی میتونه کتاب خوبی باشه
Profile Image for Pawarut Jongsirirag.
427 reviews69 followers
November 13, 2019
จากการอ่านหนังสือของ Dan หลายเล่มต้องขอยกฉายา “ราชาน้ำจิ้ม” ให้พี่เเกมากๆเลย เป็นคนที่เขียนหนังสือโดยมีเเกนเรื่องจริงๆอยู่ไม่มากเเต่ด้วยทักษะการใส่น้ำ ขนมนมเนย ประหนึ่งเชฟมิชลิน ทำให้หนังสือที่จริงๆควรจบใน 5 หน้าสามารถกลายเป็นเกือบ 100 ได้ เเต่การใส่น้ำจิ้มของเเกไม่ใช่การใส่อย่างพร่ำเพรื่อ เเต่นี่คือการใส่อย่างมีทักษะ ทำให้หนังสืออ่านสนุกเเละไม่ได้รู้สึกว่ามันน้ำท่วมทุ่งอะไรเเม้เเต่น้อย

อย่างเช่นเล่มนี้ (นี่เป็น 1 ใน 3 เล่มของซีรีย์เกี่ยวกับการทำงานของ Salt ซึ่งอีก 2 เล่ม คนอื่นเขียนนะครับ) เอาจริงๆจากหัวเรื่องผมว่าเราก็พอจะเดาคำตอบได้ลางๆเเล้วละว่ามันคืออะไร เเละพออ่านจบเเล้วก็ไม่ได้เกินความคาดหมายเลย เเต่กระนั้น ด้วยทักษะปลายปากกา (หรือจริงๆคือปลายคีย์บอร์ด) ของเเก ก็ทำให้เเม้เราจะรู้คำตอบอยู่เเล้ว ก็ยังอ่านสนุกอยู่ดี ทั้งการทดลองต่างๆหรือ เหตุการณ์นู่นนี่ที่ยกมา ทำให้หนังสือที่น่าจะอืดๆดูมีสีสันมาก ต้องขอคารวะพี่ Dan จริงๆครับ
Profile Image for Boshra.
67 reviews4 followers
October 13, 2021
فکر نمیکردم بتونم با یه کتاب درباره ی پیچیدگی انگیزه انسان گریه کنم ولی با بخش اولش که تجربه شخصیشو توضیح میداد اشک ریختم :) خوب و مختصر و مفید بود. ترجمه هم خوب بود.
چیزی که برام جالب بود این بود که چطور بین این مجموعه آزمایشات وداستان های شخصی که تعریف میکنه ارتباط برقرار می‌کنه. الان که از بیرون به کتاب نگاه می‌کنم و هر کدوم جداگانه یادم میاد باورم نمیشه چطور در طی کتاب ارتباط بین این موارد
بیربطو حفظ کرده و تازه تهش نتیجه گیری هم کرده. ��حتمالا از توانمندی نویسنده اس.
Profile Image for Racheli Zusiman.
1,446 reviews47 followers
May 2, 2019
ספר קצר אך מעניין העוסק בנושא המוטיבציה. הוא לא חידש לי הרבה אבל הכתיבה טובה והמסרים בו חשובים.
הוא לא מעמיק במיוחד - יותר באורך של הרצאה מאשר ממש ספר, וזה קצת מעצבן בהקשר של העלות שלו.
בדיעבד שמתי לב שהוא מסדרת TED וזה מסביר את נושא האורך
(וכנראה שהפופולאריות של דן אריאלי מסבירה את עניין המחי��...)
Profile Image for Ghalia Turki.
30 reviews28 followers
May 27, 2017
I didn't feel like I was reading a book, I felt that I was talking to Dan, hearing his amazing stories and experiences and getting inspired. Motivation, as it's a human feature, is more complex than we think but it's spectacular as much as its complexity. I loved how the ideas in the book were supported by real experiments. His new perspective of motivation made me think about it differently. I've started to apply the ideas mentioned in Payoff since I started reading it and I already have good results on myself and the people I lead. I think I would happily read this book again after a while.

Some of my favorite quotes:
"We're motivated by meaning and connection because their effects extend beyond ourselves, beyond our social circle, and maybe beyond our existence. We care deeply about meaning, we care about it more as we become aware of our own morality - and if we have to go to hell and back in a search for meaning and connection, we will, and we will get deep satisfaction along the way."
"Acknowledgement is a kind of human magic - a small human connection, a gift from one person to another that translates into a much larger, more meaningful outcome."
"When we work harder and spend a bit more time and effort, we feel a greater sense of ownership and thus enjoy more the fruits of our efforts."
"As people feel connected, challenged, and get more recognition for their efforts, the total amount of motivation, joy, and output for everyone grows much larger."
"We have a deep need for "symbolic immortality." At either a conscious or unconscious level, we want to outlast our physically life and to be remembered through the things we leave behind us - our children or our achievements."
"Our motivation to leave a legacy is powerful and interesting in its own right, but maybe more than any other type of motivation, it provides us a window into the complexity and multiplicity of the elements in out motivation equation - an equation that we're just starting to uncover, appreciate, and understanf."
"Arguably, the most powerful motivator in the world id our connection to others."
Profile Image for Yazdan.
26 reviews11 followers
June 5, 2018
فصل چهارمش یکی از جذاب ترین فصل هاشه
"چرا باید برایمان اهمیت داشته باشد که بعد از مرگمان مردم در مورد ما چه احساسی دارند؟ برای مثال وصیتنامه ها را درنظر بگیرید. بیوه زن ثروت مندی را می شناختم که بیشتر دارایی اش را به پسر نمک نشناسی بخشید که حتی به خودش زحمت نداده بود در مراسم تشییع جنازه شرکت کند. شاید آن زن می خواست از این طریق رابطه ی گذشته شان را بهبود بخشد در زمانی که خودش دیگر مرده بود."
این دومین کتابیه که پادکست استرینگ بوکس به سراغش رفته و من هم به جز فصل چهار به خلاصه‌های همون پادکست بسنده کردم
Profile Image for Gabrielė Bužinskaitė.
184 reviews61 followers
October 11, 2022
“We have also learned that we’re much more driven by all kinds of intangible, emotional forces: the need to be recognized and to feel ownership; to feel a sense of accomplishment; to find the security of a long-term commitment and a sense of shared purpose. We want to feel as if our labor and lives matter in some way, even after death.”
November 6, 2017
สั้น กระชับ และชวนคิดได้ดีครับ

เล่มนี้แตะประเด็นต่างๆ และทลายความเชื่อเช่น การให้อินเซนทีฟทางการเงินจะเพิ่มประสิทธิภาพมากที่สุด หรือกล่างถึงแรงผลักดันที่นำไปสู่การกระทำของมนุษย์ได้อย่างน่าสนใจ (เช่น ทำไมคนถึงแคร์ว่ามครจะพูดถึงเรายังไงหลังจากตายไปแล้ว)

Profile Image for Dan Connors.
321 reviews45 followers
July 28, 2019
This little 100 page book packs a powerful punch. Produced by TED, I'm surprised that their book series isn't better known. TED talks, as you know, are limited to 20 minutes or less, mainly because human attention spans start drifting at the 20 minute mark. This book is short enough to read in one try, which is great for someone looking for a quick payoff in an hour's time.
Payoff is about motivation, and in four chapters Ariely condenses work from his TED talk and other books to give us a different view of what truly motivates us. Money, according to the author, is a poor motivator, and actually can be demotivating when bonuses are infrequently offered.
More important in motivating people are softer things like trust, goodwill, long- term thinking, and intrinsic value of creating something meaningful. He details an experiment in which workers at a company were offered one of three options for enhanced productivity- a cash bonus, free pizza, or a compliment from the boss. While all three options increased productivity, it was the pizza that was the most effective, followed by the compliment. The cash bonus actually lowered productivity once the workers were no longer given the option of getting one, while the pizza and compliment left goodwill that lasted well beyond the first day.
We all want to feel like our lives matter, that our work matters. Adam Smith, the guiding force behind much of the managerial theory today, saw workers as replaceable cogs in a machine, motivated solely by money and status. While that is partially correct, the reality as shown by Ariely is much more complex. Once motivation is dead and hope is killed, work becomes a drudgery, soon to be forgotten. This book points to a better way.
Profile Image for Yulia Tell.
31 reviews
January 19, 2020
Interesting ideas and thoughts on what really motivates us, good examples, but hard to figure out what to take away and how to apply this knowledge in life. Reads more like an explanation to a proposed research project.
Profile Image for Theut.
1,514 reviews32 followers
May 22, 2022
Che cos'è la motivazione? Come si può accrescere (perché distruggerla è fin troppo semplice)?
Quali sono le leve che ci permettono di fare meglio e di tirare fuori il meglio dagli altri? Domande potenti, non sempre il libro è all'altezza ma offre molti spunti di riflessioni per il lavoro in team (e non solo).
Profile Image for 3thn.
140 reviews23 followers
April 18, 2017
Very quick read, it helps you get a better intuition on how people's motivations can be affected or invested in.
Profile Image for Maryam.
82 reviews4 followers
November 9, 2021
بنظرم کتاب خوب و مفیدی بود. به صورت کلی درباره‌ی انگیزه و عواملی که روی اون اثر میذاره صحبت میکرد مخصوصا در کار! خیلی خوبه اگه مدیرها و کارفرماها هم بخوننش! باعث میشه ایده بگیرن و بیشتر به عواملی توجه کنن که باعث افزایش یا کاهش انگیزه‌ی افرادشون در کار میشه...
Displaying 1 - 30 of 592 reviews

Can't find what you're looking for?

Get help and learn more about the design.