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Todd vatalaro money debate
““Financial incentives areFinancial incentives are
one ofone of the most effectivethe most effective
motivators of behaviormotivators of behavior””
Money is a MotivatorMoney is a Motivator
 When behaviors are followed by money,When behaviors are followed by money,
they will be repeatedthey will be repeated
 Employees will do the things they areEmployees will do the things they are
rewarded forrewarded for
 Employees will ignore the things that areEmployees will ignore the things that are
not rewardednot rewarded
 What is supported with money is givenWhat is supported with money is given
greater weightgreater weight
Nina Gupta-Jason Shaw
Money Motivates TopMoney Motivates Top
EmployeesEmployees
 High achievers prefer pay for performanceHigh achievers prefer pay for performance
 High performers want systems thatHigh performers want systems that
differentiate individual performancedifferentiate individual performance
 Overall, Pay incentives increasedOverall, Pay incentives increased
productivity by 30%productivity by 30%
 Financial incentives had the largest effectFinancial incentives had the largest effect
on productivity of all interventionson productivity of all interventions
Rynes, Gerhart, Minette
Money is a Self ReportedMoney is a Self Reported
MotivatorMotivator
 Employees are more likely to under reportEmployees are more likely to under report
than over report the importance of pay asthan over report the importance of pay as
a motivational factora motivational factor
 Studies of actual behavior show pay asStudies of actual behavior show pay as
the most effective motivatorthe most effective motivator
 A study of 2,500 employees found thatA study of 2,500 employees found that
money was unanimously the #2 motivatormoney was unanimously the #2 motivator
Rynes, Gerhart, Minette
S Caudron
Money Impacts CareerMoney Impacts Career
ChoicesChoices
 People are not always honest in exitPeople are not always honest in exit
interviews about their reasons for leavinginterviews about their reasons for leaving
 Pay was given as the top reason for thePay was given as the top reason for the
““willingness to accept a positionwillingness to accept a position””
Rynes, Gerhart, Minette
Money Impacts CareerMoney Impacts Career
ChoicesChoices
 People are not always honest in exitPeople are not always honest in exit
interviews about their reasons for leavinginterviews about their reasons for leaving
 Pay was given as the top reason for thePay was given as the top reason for the
““willingness to accept a positionwillingness to accept a position””
Rynes, Gerhart, Minette

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Todd vatalaro money debate

  • 2. ““Financial incentives areFinancial incentives are one ofone of the most effectivethe most effective motivators of behaviormotivators of behavior””
  • 3. Money is a MotivatorMoney is a Motivator  When behaviors are followed by money,When behaviors are followed by money, they will be repeatedthey will be repeated  Employees will do the things they areEmployees will do the things they are rewarded forrewarded for  Employees will ignore the things that areEmployees will ignore the things that are not rewardednot rewarded  What is supported with money is givenWhat is supported with money is given greater weightgreater weight Nina Gupta-Jason Shaw
  • 4. Money Motivates TopMoney Motivates Top EmployeesEmployees  High achievers prefer pay for performanceHigh achievers prefer pay for performance  High performers want systems thatHigh performers want systems that differentiate individual performancedifferentiate individual performance  Overall, Pay incentives increasedOverall, Pay incentives increased productivity by 30%productivity by 30%  Financial incentives had the largest effectFinancial incentives had the largest effect on productivity of all interventionson productivity of all interventions Rynes, Gerhart, Minette
  • 5. Money is a Self ReportedMoney is a Self Reported MotivatorMotivator  Employees are more likely to under reportEmployees are more likely to under report than over report the importance of pay asthan over report the importance of pay as a motivational factora motivational factor  Studies of actual behavior show pay asStudies of actual behavior show pay as the most effective motivatorthe most effective motivator  A study of 2,500 employees found thatA study of 2,500 employees found that money was unanimously the #2 motivatormoney was unanimously the #2 motivator Rynes, Gerhart, Minette S Caudron
  • 6. Money Impacts CareerMoney Impacts Career ChoicesChoices  People are not always honest in exitPeople are not always honest in exit interviews about their reasons for leavinginterviews about their reasons for leaving  Pay was given as the top reason for thePay was given as the top reason for the ““willingness to accept a positionwillingness to accept a position”” Rynes, Gerhart, Minette
  • 7. Money Impacts CareerMoney Impacts Career ChoicesChoices  People are not always honest in exitPeople are not always honest in exit interviews about their reasons for leavinginterviews about their reasons for leaving  Pay was given as the top reason for thePay was given as the top reason for the ““willingness to accept a positionwillingness to accept a position”” Rynes, Gerhart, Minette