Guilt and Mental Accounting: How They Add Up

Guilt and Mental Accounting: How They Add Up

Highlighting our irrational selves is part of what behavioral economists do. Their studies show human beings are inconsistent in the way we deal with money. We’ll drive across town to save $20 on a $50 slow cooker but wouldn’t budge from the couch to save…

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Your Managers are Sinking Your Ship

Your Managers are Sinking Your Ship

A friend with 20+ years in strategic communication and change management was asked by senior leadership at her $100 billion-plus organization to take an expatriate assignment in Asia. Her objective was to lead the regional execution of a global change initiative. The CIO asked her to…

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The True Cost of Gift Cards

The True Cost of Gift Cards

I’m imagining the voice of Jimmy Fallon sloughing off a one liner: “When is $25.00 not $25.00? When it’s a gift card.”   Whether you are currently using gift cards to recognize and reward your employees or you’re giving it consideration, there are four things…

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Why Choosing Makes a Difference

Why Choosing Makes a Difference

If self-selection of goals makes such a difference in performance, why don’t corporations allow everyone to choose their own?   What a silly question!   Corporations can’t afford to let everyone in the organization set their own goals without respect for the direction that leadership…

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Sales Incentives on the Roof

Sales Incentives on the Roof

When you were in school, did you ever think it would be great to see a teacher or principal in an embarrassing situation? If so, did you ever have that opportunity? The idea of a school administrator allowing their pride to be sacrificed for the…

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What Social Media Can Teach You About Employee Engagement

What Social Media Can Teach You About Employee Engagement

Social is taking a turn for messages that are faster than ever. What can micro-social teach you about engaging your employees for the long run?   Remember Facebook? If you talk to today’s youngest social users about the media they use every day, it’s unlikely…

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Goals: Own, Don’t Rent Part II

Goals: Own, Don’t Rent Part II

Owning a goal versus renting a goal makes a big difference. Yours or Mine? Need or Want? If we’re tasked with someone else’s goal, we’ll respond with a mental review of available experiences in our memories. It’s a database search and we will expend the…

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Happy Campers (and a Happy Sales Channel)

Happy Campers (and a Happy Sales Channel)

Trusting your channel and dealer partners to make the most of your next incentive program can feel a lot like sending a kid off to camp   Heading off to camp is a big part of many happy summer memories. But sending the little darlings…

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Facebook is Dead: Doing Social Responsibly

Facebook is Dead: Doing Social Responsibly

Facebook is dead. It may sound like hyperbole, but for some Facebook truly is dead. It’s easy to associate this sentiment with the curmudgeonly, the security conscious and the Internet wary. However, the unlikely demographic to join the throng are the hippest, coolest beings on…

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Goals: Don’t Rent When You Can Own

Goals: Don’t Rent When You Can Own

A Thought Experiment Consider these two scenarios: In the first situation, imagine that on your way home, you had an epiphany about a report you’re preparing for your boss. It’s due end of day tomorrow. You think it will make the report better and may…

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