O'Reilly logo

Why Motivating People Doesn't Work . . . and What Does by Susan Fowler

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

1.The Motivation Dilemma

Imagine you have the perfect person in mind to recruit and hire as a new employee. Your offer includes the highest salary ever offered to someone in this role. You are authorized to include whatever it takes to motivate this person to work in your organization—signing bonus, moving allowance, transportation, housing, performance bonuses, and a high-status office.

This was the situation facing Larry Lucchino in 2002. His mission: lure Billy Beane, the general manager of the small-market Oakland A’s, to the Boston Red Sox, one of the most storied and prestigious franchises in baseball. Lucchino was impressed with Billy’s innovative ideas about using sabermetrics—a new statistical analysis for recruiting and developing players. ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required