Sunday, February 13, 2011

Irrational Behavior Is Perfectly Explainable--Or Is It?

Despite what the economists would have us believe, there is little about human behavior that is rational. Dan Ariely's fascinating experiments prove that time and time again and, as a consultant, I can attest to the veracity of his conclusions. I've seen dozens of compensation plans for employees, for example, and many of them--especially those aimed at salepeople--are designed to give the employee incentives to work more, harder, more productively, etc. Most of these plans fail to produce the desired results completely, or at best, achieve some of the goals while creating some completely unexpected outcomes, usually much to the chagrin of management. Ariely understands why that happens, and explains it in an entertaining, accessible style that makes this book a winner.

Dave Donelson distills the experiences of hundreds of entrepreneurs into practical advice for small business owners and managers in the Dynamic Manager's Guides, a series of how-to books about marketing and advertising, sales techniques, hiring, firing, and motivating personnel, financial management, and business strategy.

No comments: