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Mixed Signals: How Incentives Really Work Hardcover – March 21, 2023
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“Getting [an] incentives balance right can be complicated. But Gneezy hopes his book provides insights that help people feel prepared to take on the concept and design better incentives.”—Financial Times
“If you think you understand how incentives work, think again. A pioneering behavioral economist reveals how we can create reward systems that minimize unintended consequences and maximize happiness, health, wealth, and success.”—Adam Grant, Granted (blog)
Incentives send powerful signals that aim to influence behavior. But often there is a conflict between what we say and what we do in response to these incentives. The result: mixed signals.
Consider the CEO who urges teamwork but designs incentives for individual success, who invites innovation but punishes failure, who emphasizes quality but pays for quantity. Employing real-world scenarios just like this to illustrate this everyday phenomenon, behavioral economist Uri Gneezy explains why incentives often fail and demonstrates how the right incentives can change behavior by aligning with signals for better results.
Drawing on behavioral economics, game theory, psychology, and fieldwork, Gneezy outlines how to be incentive smart, designing rewards that are simple and effective. He highlights how the right combination of economic and psychological incentives can encourage people to drive more fuel-efficient cars, be more innovative at work, and even get to the gym. “Incentives send a signal,” Gneezy writes, “and your objective is to make sure this signal is aligned with your goals.”
- Print length320 pages
- LanguageEnglish
- PublisherYale University Press
- Publication dateMarch 21, 2023
- Dimensions6.75 x 1 x 9.75 inches
- ISBN-100300255535
- ISBN-13978-0300255539
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Editorial Reviews
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“An enjoyable new book on incentives.”—The Economist
An Inc. Summer Reading List pick, Psychology Books
“If you think you understand how incentives work, think again. A pioneering behavioral economist reveals how we can create reward systems that minimize unintended consequences and maximize happiness, health, wealth, and success.”—Adam Grant, Granted (blog)
A Behavioral Scientist “Summer Book List” selection
“A thought-provoking tour through research about what influences our behavior.”—Kevin J. Delaney, Charter
Winner of the 2023 Porchlight Business Book Award, Marketing and Communications/ Sales and Influence category, sponsored by Porchlight Book Company
Longlisted for the 2023 Non-Obvious Book Awards
“Mixed Signals humanizes economics. It describes people as constantly signaling—to themselves, and to others—their good intentions. In his usual style, Gneezy’s examples are important, fascinating, and fun.”—George A. Akerlof, winner of Nobel Prize in Economic Sciences
“A well of information and inspiration drawing on research from around the world, Mixed Signals is an incredible resource for anyone who has to motivate people to get things done the right way.”—Iris Bohnet, author of What Works: Gender Equality by Design
“Incentives are everywhere and yet commonly misunderstood. In this instant classic, Uri Gneezy explains why all incentives are, in essence, signals—and how to make sure we're sending them correctly. I can't remember the last time I read something so practical, thoroughly researched, and yet funny and personable. Required reading for anyone who is hoping to change behavior for the better.”—Angela Duckworth, author of Grit: The Power of Passion and Perseverance
“With unparalleled genius, Uri Gneezy masterfully unlocks the hidden motives underlying our behaviors, providing a secret playbook to anyone who wants to change the world.”—John A. List, author of The Voltage Effect: How to Make Good Ideas Great and Great Ideas Scale
“With cartoons, engaging stories from his own life, and tales of managerial brilliance and failure, Gneezy explains why incentives often have unintended consequences and shows how they can be designed to accomplish the goals they are intended to serve.”—George Loewenstein, Herbert A. Simon Professor of Economics and Psychology, Carnegie Mellon University
“Written by one of the leading behavioral economists of our time, this eye-opening book pulls back the curtain on the forces that rule the world: incentives, the signals they send, and their alignment with our goals.”—Nina Mazar, coeditor of Behavioral Science in the Wild
“Packed with great science and stories, Mixed Signals will teach you everything you need to know about the power and pitfalls of offering rewards.”—Katy Milkman, Wall Street Journal bestselling author of How to Change: The Science of Getting from Where You Are to Where You Want to Be
“Uri Gneezy combines important academic and practical insights into how incentives work.”—Alvin E. Roth, winner of Nobel Prize in Economic Sciences
“How do we get people to change their behavior? Gneezy’s pioneering research shows how well-intended incentives often backfire, and his new book is a fascinating tour de force on how to craft effective incentives.”—Lise Vesterlund, coauthor of The No Club: Putting a Stop to Women’s Dead-End Work
About the Author
Product details
- Publisher : Yale University Press (March 21, 2023)
- Language : English
- Hardcover : 320 pages
- ISBN-10 : 0300255535
- ISBN-13 : 978-0300255539
- Item Weight : 3.53 ounces
- Dimensions : 6.75 x 1 x 9.75 inches
- Best Sellers Rank: #127,238 in Books (See Top 100 in Books)
- Customer Reviews:
About the author
Uri Gneezy was born and raised in Israel, where he learned applied game theory firsthand in the streets of Tel Aviv. Dr. Gneezy is the Epstein/Atkinson Endowed Chair in Behavioral Economics and professor of economics and strategy at the Rady School of Management at the University of California, San Diego.
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After reading this book, I'll certainly be more careful about how I reward and punish behavior, and I'll be recommending this book for years to come, to business partners and friends alike. 5 stars.
This book is filled with great examples of incentives designed by companies and individuals that backfired. The author, an expert on incentives, does a beautiful job explaining why some incentives succeed whereas others do not. Once you read the book, you will not be able to understand how you ever thought differently.
Highly recommended!