CHAPTER 9

What Motivates Us to Make Tough Calls?

Not for the first time, we are seeing a gap between what science knows and what business leaders do. Science has carried out extensive experiments on mice, monkeys, and humans to reach conclusions about what makes us tick. Psychologists, too, jumping on the motivational bandwagon, offer reasonable explanations about why humans behave the way we do. These theorists often overlap and build on one another’s ideas, but just as frequently, they disagree. We expect more from science! We want someone to develop a blood test or chest x-ray that allows us to “have a look” at how much motivation a person has. We want to measure it so we can control it. Neither option exists, however.

Motivation moves us ...

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