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Why Motivating People Doesn't Work ... and What Does

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Why Motivating People Doesn’t Work ... and What Does challenges traditional approaches to motivation — especially the common “carrot and stick” model (rewards and punishments). The book argues that external incentives alone (money, bonuses, threats, etc.) often fail to produce lasting motivation because they neglect deeper psychological needs.

Instead, Susan Fowler posits that true motivation comes from within: intrinsic factors like a sense of purpose, autonomy, competence, and meaningful connection. When people feel free to make choices, that their work has value, and that they are trusted and respected, they become genuinely motivated — and their engagement, satisfaction, and performance improve.

The book then offers practical guidance for leaders, managers, or anyone working with others: by creating environments that support internal motivation (rather than relying on external rewards), one can foster better engagement, growth, and sustainable performance.

In summary: External motivation — rewards/punishments — may produce short-term compliance, but lasting motivation and high performance come when people’s deeper psychological needs are met: autonomy, meaning, competence, and connection.

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Informasi Detail

No. Panggil

658.3-Fow-w

Penerbit

California : Berrett-Koehler., 2014

Deskripsi Fisik

242 hal, 14 x 23,5 cm

Bahasa

English

ISBN/ISSN

978-1-5230-0412-6

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Text

Tipe Media

Book

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