Test Report
Create your stickies 
A radical prescription for sales
are true. The sun rises in the east and sets
will remain in motion unless acted on by
tivate salespeople is by offering
SOME THINGS IN LIFE we know
in the west. A body in motion
an outside force. And the best way to mo
them commissions.
But what if were wrong, at least about that last onet What if paying
salespeople commissions is rooted more in tradition than logict What if
i gt lists a practice so cemented into orthodoxy that its no longer an actual
I v t decisions Thatis what a handful of companies have begun discovering. To
Tll the surprise of many, these firms are showing that commissions can some
times do more harm than goodeand that getting rid of them can open a
path to higher profits.
I Though this may seem counterintuitive, scientific research on human
l motivation backs it up. For the past 30 years, a group of social scientists
p u armmd the worldefrom pioneers like Edward Deci and Richard Ryan, at
University of Rochester, to a new generation of scholars such as Adam
t Whartonehave articulated a more subtle view of what motivates
inn variety of settings, including work.
findings is that the effectiveness of motivators varies With
icular, they have discovered that contingent rewardsrr
iWEVWdS. as in tIfyou do this, then you get thatLWOrk
tasks social scientists dub italgorithrnicf, Think stuffng
in n the same screw the same way onan assembly
eSPEdally cash, excites our attention, andSorry, we are not able to find any relevant information
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SAN ANTONIO PUBLIC LIBRARY
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SAN ANTONIO
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SAN ANTONIO
TX
Zip: 78221
Ph: 2102079150
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