Hidden Brain Success 2.0: Getting What You Want
May 8, 2023
Uri Gneezy, an economist from UC San Diego, uncovers the fascinating world of incentives and their impact on behavior. He explains how well-intentioned rewards can sometimes backfire, like the unintended consequences seen in China’s Great Sparrow Campaign. Delving into education and work, Gneezy discusses the balance between intrinsic motivation and targeted incentives. He also highlights the dark side of performance incentives, exemplified by the Wells Fargo scandal, urging a reevaluation of how we frame and implement these motivation strategies.
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Pilot's Glory Over Country
- Uri Gneezy shares a story about an Israeli fighter pilot during the Six-Day War who lied to his buddies to chase enemy planes alone for glory.
- This reveals how incentives like social status can motivate risky behavior not fully aligned with the organization's goals.
Charity Incentive Backfires
- Uri recounts how a teacher's incentive to raise charity money by offering no homework for raising 100 shekels caused kids to stop fundraising after reaching the threshold.
- This increased participation but decreased total funds due to strongest performers reducing effort.
Lying Taught by Incentives
- Uri Gneezy lied about his son's age to save on Disney World ticket prices, teaching his son that lying was acceptable.
- This anecdote highlights how incentives and actions can send unintended moral messages to children.