Mixed Signals : How Incentives Really Work.
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| Corporate Author: | |
| Format: | eBook |
| Language: | English |
| Published: |
New Haven :
Yale University Press,
2023.
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| Subjects: | |
| Online Access: | Connect to the full text of this electronic book |
Table of Contents:
- Cover
- Half Title
- Title Page
- Copyright Page
- Dedication
- Contents
- Introduction: Do as I Say, Not as I Do
- ONE: HOW SIGNALING WINS MARKETS
- 1. Credible Signals
- 2. How Toyota Won the Hybrid Car Market
- 3. It's Just Who I Am: Th e Value of Self-Signaling
- TWO: AVOID MIXED SIGNALS
- 4. When More Is Less: Incentivizing Quantity at the Expense of Quality
- 5. Encouraging Innovation but Punishing Failure
- 6. Encouraging Long-Term Goals but Rewarding Short-Term Results
- 7. Encouraging Teamwork but Incentivizing Individual Success
- THREE: HOW INCENTIVES SHAPE THE STORY
- 8. Stakes and Mistakes
- 9. Mental Accounting: Choosing the Incentive's Currency
- 10. Regret as Incentives
- 11. Prosocial Incentives
- 12. Awards as Signals
- FOUR: USE INCENTIVES TO IDENTIFY THE PROBLEM
- 13. Are US Students Really So Bad?
- 14. Overhead Aversion: How Nonprofits Get a Bad Rap
- 15. "Pay to Quit" Strategy: Making Employees Put Their Money Where Their Mouth Is
- 16. Bribing the Self: Cheating and Self-Signaling
- FIVE: HOW INCENTIVES LEAD TO BEHAVIOR CHANGE
- 17. Creating Habits: Change Happens One Step at a Time . . . Literally
- 18. Breaking Habits: Kicking Bad Behaviors to the Curb
- 19. I Want It Now!
- 20. Removing Barriers
- SIX: HELPING COMMUNITIES CHANGE HARMFUL CULTURAL PRACTICES
- 21. From Lion Killers to Lion Savers: Changing the Story
- 22. Insurance Fraud and Moral Hazard: The Maasai Edition
- 23. Changing the Warriors' Story
- 24. Changing the Economics of Female Genital Mutilation
- SEVEN: NEGOTIATE YOUR SIGNALS: PUTTING INCENTIVES TO WORK AT THE NEGOTIATION TABLE
- 25. Anchoring and Adjustment
- 26. The Contrast Effect
- 27. Price Signals Quality
- 28. The Norm of Reciprocity
- Conclusion: From Mixed Signals to Clear Signals
- Acknowledgments
- Notes
- Index
- A
- B
- C
- D
- E
- F
- G
- H
- I
- J
- K
- L
- M
- N
- O
- P
- Q
- R
- S
- T
- U
- V
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