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Joel Spolsky on motivating factors: > But when you offer people money to do things that they wanted to do, anyway, they suffer from something called the Overju

Joel Spolsky on motivating factors: > But when you offer people money to do things that they wanted to do, anyway, they suffer from something called the Overjustification Effect. "I must be writing bug-free code because I like the money I get for it," they think, and the extrinsic motivation displaces the intrinsic motivation. Since extrinsic motivation is a much weaker effect, the net result is that you’ve actually reduced their desire to do a good job. When you stop paying the bonus, or when they decide they don’t care that much about the money, they no longer think that they care about bug free code. http://www.joelonsoftware.com/items/2006/08/09.html http://www.joelonsoftware.com/items/2006/08/09.html

gkoberger 15y ago
I think the awesome book Predictably Irrational does a better job of explaining it: > What’s going on here? Why does an offer for direct payment put such a damper on the party? As Margaret Clark, Judson Mills, and Alan Fiske suggested a long time ago, the answer is that we live simultaneously in two different worlds- one where social norms prevail, and the other where market norms make the rules. The social norms include the friendly requests that people make of one another. Could you help me move this couch? Could you help me change this tire? Social norms are wrapped up in our social nature and our need for community. They are usually warm and fuzzy. Instant paybacks are not required: you may help move your neighbor’s couch, but this doesn’t mean he has to come right over and move yours. It’s like opening a door for someone: it provides pleasure for both of you, and reciprocity is not immediately required. > The second world, the one governed by market norms, is very different. There’s nothing warm and fuzzy about it. The exchanges are sharp- edged: wages, prices, rents, interest, and costs- and- benefits. Such market relationships are not necessarily evil or mean-in fact, they also include self- reliance, inventiveness, and individualism-but they do imply comparable benefits and prompt payments. When you are in the domain of market norms, you get what you pay for-that’s just the way it is.
- AgentConundrum 15y ago
  Once you mentioned it, I realized I knew this was in Predictably Irrational. I've never read it, but I have heard it mentioned in this context. I first heard of this through Joel, so I quickly found a citation from his blog. I know he's mentioned it repeatedly on the SO/SX podcasts as well, so it's likely the association was solidified there. That said, your quote doesn't make the point I was trying to highlight. Specifically, I was trying to show that moving from intrinsic to extrinsic motivation is not only damaging, but also hard to reverse as well. Thanks for the quote though. I've renewed my mental note to someday maybe finally get around to reading the book.

gkoberger 15y ago

I think the awesome book Predictably Irrational does a better job of explaining it: > What’s going on here? Why does an offer for direct payment put such a damper on the party? As Margaret Clark, Judson Mills, and Alan Fiske suggested a long time ago, the answer is that we live simultaneously in two different worlds- one where social norms prevail, and the other where market norms make the rules. The social norms include the friendly requests that people make of one another. Could you help me move this couch? Could you help me change this tire? Social norms are wrapped up in our social nature and our need for community. They are usually warm and fuzzy. Instant paybacks are not required: you may help move your neighbor’s couch, but this doesn’t mean he has to come right over and move yours. It’s like opening a door for someone: it provides pleasure for both of you, and reciprocity is not immediately required. > The second world, the one governed by market norms, is very different. There’s nothing warm and fuzzy about it. The exchanges are sharp- edged: wages, prices, rents, interest, and costs- and- benefits. Such market relationships are not necessarily evil or mean-in fact, they also include self- reliance, inventiveness, and individualism-but they do imply comparable benefits and prompt payments. When you are in the domain of market norms, you get what you pay for-that’s just the way it is.

AgentConundrum 15y ago
Once you mentioned it, I realized I knew this was in Predictably Irrational. I've never read it, but I have heard it mentioned in this context. I first heard of this through Joel, so I quickly found a citation from his blog. I know he's mentioned it repeatedly on the SO/SX podcasts as well, so it's likely the association was solidified there. That said, your quote doesn't make the point I was trying to highlight. Specifically, I was trying to show that moving from intrinsic to extrinsic motivation is not only damaging, but also hard to reverse as well. Thanks for the quote though. I've renewed my mental note to someday maybe finally get around to reading the book.