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Predictably Irrational: The Hidden Forces That Shape Our Decisions
Culture plays an important role in determining effective reinforcers. And what’s reinforced shapes culture. Offering tickets to a cricket match might serve as a powerful reward for someone in a country where cricket is a big deal, but would be meaningless to most Americans. Similarly, an air-conditioned office might be a powerful incentive for empl... See more
Farnam Street • Incentives: The Hidden Forces That Shape Behavior
The Ultimatum Game made a significant contribution to undermining classical economic theories and to establishing the most important economic discovery of the last few decades: Sapiens don’t behave according to a cold mathematical logic, but rather according to a warm social logic. We are ruled by emotions.
Yuval Noah Harari • Homo Deus
The Distorting Power of Incentives (or the “Pointed Carrot”)
Laurence Endersen • Pebbles of Perception: How a Few Good Choices Make All The Difference
MONEY, AS IT turns out, is very often the most expensive way to motivate people. Social norms are not only cheaper, but often more effective as well.
Dan Ariely • Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions
Titmuss’s hunch might have been right, after all. Adding a monetary incentive didn’t lead to more of the desired behavior. It led to less. The reason: It tainted an altruistic act and “crowded out” the intrinsic desire to do something good.