Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
  • Research
    • Research
    • Publications
    • Global Research Centers
    • Case Development
    • Initiatives & Projects
    • Research Services
    • Seminars & Conferences
    →
  • Publications→

Publications

Publications

Filter Results : (16) Arrow Down
Filter Results : (16) Arrow Down Arrow Up

Show Results For

  • All HBS Web  (38)
    • Faculty Publications  (16)

    Show Results For

    • All HBS Web  (38)
      • Faculty Publications  (16)

      Extrinsic Vs Intrinsic Motivation Remove Extrinsic Vs Intrinsic Motivation →

      Page 1 of 16 Results

      Are you looking for?

      → Search All HBS Web
      • March 2020 (Revised October 2020)
      • Module Note

      Sales Force Compensation

      By: Doug J. Chung
      The author developed this note for scholars, educators, and practitioners that are interested in sales force compensation. It is based on the author’s investigations across a variety of organizations in multiple industries and provides a conceptual framework for the...  View Details
      Keywords: Sales Strategy; Sales Force Management; Sales Compensation; Salary; Commissions; Bonuses; Quota Setting/updating; Quota Frequency; Extrinsic Vs Intrinsic Motivation; Salesforce Management; Compensation and Benefits; Strategy
      Citation
      Purchase
      Related
      Chung, Doug J. "Sales Force Compensation." Harvard Business School Module Note 520-084, March 2020. (Revised October 2020.)
      • November 2016 (Revised December 2016)
      • Module Note

      Strategy Execution Module 12: Aligning Performance Goals and Incentives

      By: Robert Simons
      This module reading explains how managers use performance goals and incentives to ensure that employee actions align with the overall business strategy of the organization. The module begins by discussing how managers use goals to communicate business strategy, the...  View Details
      Keywords: Management Control Systems; Implementing Strategy; Execution; Performance Goals; Performance Measures; Incentives; Benchmarks; Motivation; Compensation; Bonuses; Strategy
      Citation
      Purchase
      Related
      Simons, Robert. "Strategy Execution Module 12: Aligning Performance Goals and Incentives." Harvard Business School Module Note 117-112, November 2016. (Revised December 2016.)
      • 2014
      • Contribution

      Extrinsic and Intrinsic Motivation

      By: Beth A. Hennessey, S. Moran, B.A. Altringer and Teresa M. Amabile
      Citation
      Purchase
      Related
      Hennessey, Beth A., S. Moran, B.A. Altringer, and Teresa M. Amabile. "Extrinsic and Intrinsic Motivation." Contribution to Wiley Encyclopedia of Management, Volume 11: Organizational Behavior. 3rd ed. Edited by P.C. Flood and Y. Freeney. John Wiley & Sons, 2014.
      • March 2013
      • Case

      Coach Hurley at St. Anthony High School

      By: Scott A. Snook and Bradley Lawrence
      Coach Bob Hurley of St. Anthony High School is one of the winningest coaches in the history of high school basketball. At age 65, he has won more than 1,000 games and 25 New Jersey State Championships. His players come from the toughest streets in the country and yet...  View Details
      Keywords: Authentic Leadership Development; Authenticity; Sports; Coaching; Leadership; Leadership Style; Leadership Development; Groups and Teams; Sports Industry; Education Industry; New Jersey
      Citation
      Educators
      Purchase
      Related
      Snook, Scott A., and Bradley Lawrence. "Coach Hurley at St. Anthony High School." Harvard Business School Case 413-091, March 2013.
      • 2010
      • Chapter

      Feeling Good about Giving: The Benefits (and Costs) of Self-interested Charitable Behavior

      By: L. Anik, L. B. Aknin, M. I. Norton and E. W. Dunn
      While lay intuitions and pop psychology suggest that helping others leads to higher levels of happiness, the existing evidence only weakly supports this causal claim: research in psychology, economics, and neuroscience exploring the benefits of charitable giving has...  View Details
      Keywords: Advertising; Cost vs Benefits; Philanthropy and Charitable Giving; Outcome or Result; Relationships; Research; Behavior; Happiness; Motivation and Incentives
      Citation
      Related
      Anik, L., L. B. Aknin, M. I. Norton, and E. W. Dunn. "Feeling Good about Giving: The Benefits (and Costs) of Self-interested Charitable Behavior." In The Science of Giving: Experimental Approaches to the Study of Charity, edited by D. M. Oppenheimer and C. Y. Olivola. Psychology Press, 2010.
      • May 2009
      • Article

      Authority versus Persuasion

      By: Eric J. Van den Steen
      This paper studies a manager's trade-off between using persuasion and using interpersonal authority to get an employee to 'do the right thing' from the manager's perspective (when the manager and employee disagree on the right course of action). It...  View Details
      Keywords: Employee Relationship Management; Managerial Roles; Projects; Motivation and Incentives; Power and Influence
      Citation
      Find at Harvard
      Read Now
      Related
      Van den Steen, Eric J. "Authority versus Persuasion." American Economic Review: Papers and Proceedings 99, no. 2 (May 2009): 448–453.
      • 2009
      • Working Paper

      Authority versus Persuasion

      By: Eric J. Van den Steen
      This paper studies a principal's trade-off between using persuasion versus using interpersonal authority to get the agent to "do the right thing"; from the principal's perspective (when the principal and agent openly disagree on the right course of action). It shows...  View Details
      Keywords: Employee Relationship Management; Managerial Roles; Projects; Motivation and Incentives; Power and Influence
      Citation
      Read Now
      Related
      Van den Steen, Eric J. "Authority versus Persuasion." Harvard Business School Working Paper, No. 09-085, January 2009.
      • September 2004
      • Article

      Trust in Agency

      By: Ramon Casadesus-Masanell
      Existing models of the principal-agent relationship assume the agent works only under extrinsic incentives. However, many observed agency contracts take the form of a fixed payment. For such contracts to succeed, the principal must trust the agent to work in the...  View Details
      Keywords: Trust; Agency Theory; Relationships; Behavior; Motivation and Incentives; Contracts; Business Model; Emotions; Forecasting and Prediction; Ethics; Standards; Risk and Uncertainty
      Citation
      Find at Harvard
      Related
      Casadesus-Masanell, Ramon. "Trust in Agency." Journal of Economics & Management Strategy 13, no. 3 (September 2004): 375–404.
      • Article

      Entrepreneurial Creativity Through Motivational Synergy

      By: T. M. Amabile
      This paper defines and describes entrepreneurial creativity, which is the generation and implementation of novel, appropriate ideas to establish a new venture. Entrepreneurial creativity can be exhibited in established organizations as well as in start-up firms. The...  View Details
      Keywords: Creativity; Motivation and Incentives; Organizational Culture; Entrepreneurship; Innovation and Invention
      Citation
      Find at Harvard
      Purchase
      Related
      Amabile, T. M. "Entrepreneurial Creativity Through Motivational Synergy." Journal of Creative Behavior 31, no. 1 (March 1997): 18–26.
      • January 1996
      • Background Note

      The Motivation for Creativity in Organizations

      By: Teresa M. Amabile
      People will be most creative when they feel motivated primarily by the interest, enjoyment, satisfaction, and challenge of the work itself--when they are driven by a deep involvement in their work and a passion for it. This note describes the ways in which creativity...  View Details
      Keywords: Compensation and Benefits; Managerial Roles; Organizations; Creativity; Motivation and Incentives; Satisfaction
      Citation
      Educators
      Purchase
      Related
      Amabile, Teresa M. "The Motivation for Creativity in Organizations." Harvard Business School Background Note 396-240, January 1996.
      • 1 May 1995
      • Conference Presentation

      The Work Preference Inventory: Assessing Intrinsic and Extrinsic Motivational Orientations

      By: Teresa M. Amabile
      Keywords: Motivation and Incentives
      Citation
      Related
      Amabile, Teresa M. "The Work Preference Inventory: Assessing Intrinsic and Extrinsic Motivational Orientations." Paper presented at the Society for Industrial and Organizational Psychology Annual Conference, Orlando, FL, May 1, 1995.
      • 1995
      • Article

      The Positive Impact of Creative Activity: Effects of Creative Task Engagement and Motivational Focus on College Student's Learning

      By: R. Conti, T. M. Amabile and S. Pollack
      This study assessed the effectiveness of engaging students in a creative activity on a topic as a means of encouraging an active cognitive set toward learning that topic area. This technique was examined in three motivational contexts. Before reading a short...  View Details
      Keywords: Creativity; Cognition and Thinking; Behavior; Performance; Motivation and Incentives; Training
      Citation
      Find at Harvard
      Purchase
      Related
      Conti, R., T. M. Amabile, and S. Pollack. "The Positive Impact of Creative Activity: Effects of Creative Task Engagement and Motivational Focus on College Student's Learning." Personality and Social Psychology Bulletin 21 (1995): 1107–1116.
      • May 1994
      • Article

      The Work Preference Inventory: Assessing Intrinsic and Extrinsic Motivational Orientations

      By: T. M. Amabile, K. G. Hill, B. A. Hennessey and E. M. Tighe
      The Work Preference Inventory (WPI) is designed to assess individual differences in intrinsic and extrinsic motivational orientations. Both the college student and the working adult versions aim to capture the major elements of intrinsic motivation (self-determination,...  View Details
      Keywords: Creativity; Motivation and Incentives; Measurement and Metrics; Higher Education; Employees; Personal Characteristics
      Citation
      Find at Harvard
      Purchase
      Related
      Amabile, T. M., K. G. Hill, B. A. Hennessey, and E. M. Tighe. "The Work Preference Inventory: Assessing Intrinsic and Extrinsic Motivational Orientations." Journal of Personality and Social Psychology 66, no. 5 (May 1994): 950–967.
      • autumn 1993
      • Article

      Motivational Synergy: Toward New Conceptualizations of Intrinsic and Extrinsic Motivation in the Workplace

      By: T. M. Amabile
      The foundation for a model of motivational synergy is presented. Building upon but going beyond previous conceptualizations, the model outlines the ways in which intrinsic motivation (which arises from the intrinsic value of the work for the individual) might interact...  View Details
      Keywords: Motivation and Incentives; Theory; Creativity; Situation or Environment; Organizational Culture
      Citation
      Find at Harvard
      Purchase
      Related
      Amabile, T. M. "Motivational Synergy: Toward New Conceptualizations of Intrinsic and Extrinsic Motivation in the Workplace." Human Resource Management Review 3, no. 3 (autumn 1993): 185–201.
      • February 1985
      • Article

      Motivation and Creativity: Effects of Motivational Orientation on Creative Writers

      By: T. M. Amabile
      72 members of the college community who identified themselves as actively involved in creative writing participated in individual laboratory sessions, in which they were asked to write 2 brief poems, to investigate the hypothesis that intrinsic motivation is conducive...  View Details
      Keywords: Social Psychology; Creativity; Motivation and Incentives; Performance; Personal Characteristics; Situation or Environment
      Citation
      Find at Harvard
      Purchase
      Related
      Amabile, T. M. "Motivation and Creativity: Effects of Motivational Orientation on Creative Writers." Journal of Personality and Social Psychology 48, no. 2 (February 1985): 393–399.
      • 1982
      • Article

      Children's Artistic Creativity: Detrimental Effects of Competition in a Field Setting

      By: T. M. Amabile
      Girls whose ages ranged from 7 to 11 years made paper collages during 1 of 2 residential parties. Those in the experimental group were competing for prizes, whereas those in the control group expected that the prizes would be raffled off. Artist-judges later rated each...  View Details
      Keywords: Creativity; Early Childhood Education; Motivation and Incentives; Situation or Environment; Competition; Teaching
      Citation
      Find at Harvard
      Purchase
      Related
      Amabile, T. M. "Children's Artistic Creativity: Detrimental Effects of Competition in a Field Setting." Personality and Social Psychology Bulletin 8 (1982): 573–578.
      • 1

      Are you looking for?

      → Search All HBS Web
      ǁ
      Campus Map
      Harvard Business School
      Soldiers Field
      Boston, MA 02163
      →Map & Directions
      →More Contact Information
      • Make a Gift
      • Site Map
      • Jobs
      • Harvard University
      • Trademarks
      • Policies
      • Accessibility
      • Digital Accessibility
      Copyright © President & Fellows of Harvard College