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The Art of Action: Leadership that Closes the Gaps between Plans, Actions and Results by Stephen Bungay

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DRIVERS OF BEHAVIOR

Nevertheless, people sometimes get in the way. Our default reaction when people are not doing what we want is to use the carrot of incentivizing them to do so (for example by offering them more money if they do) and the stick of punishment if they do not (for example by not promoting them or giving them a poor evaluation). This is to seriously limit our own options as managers.

Some rather obscure academic work has been done on this issue by organizational sociologists. Based on the teachings of Frenchman Michel Crozier, The Boston Consulting Group has been able to distill the essentials of the matter to produce a usable tool. Organizational sociology starts with the empirically verifiable assumption that most organizational ...

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