Drive: The Surprising Truth About What Motivates Us
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- Create Date：2021-06-09 08:54:24
- Update Date：2025-09-06
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- Author：Daniel H. Pink
- ISBN：1594484805
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Summary
The New York Times bestseller that gives readers a paradigm-shattering new way to think about motivation
Most people believe that the best way to motivate is with rewards like money—the carrot-and-stick approach。 That's a mistake， says Daniel H。 Pink （author of To Sell Is Human: The Surprising Truth About Motivating Others）。 In this provocative and persuasive new book， he asserts that the secret to high performance and satisfaction-at work， at school， and at home—is the deeply human need to direct our own lives， to learn and create new things， and to do better by ourselves and our world。
Drawing on four decades of scientific research on human motivation， Pink exposes the mismatch between what science knows and what business does—and how that affects every aspect of life。 He examines the three elements of true motivation—autonomy， mastery， and purpose-and offers smart and surprising techniques for putting these into action in a unique book that will change how we think and transform how we live。
Most people believe that the best way to motivate is with rewards like money—the carrot-and-stick approach。 That's a mistake， says Daniel H。 Pink （author of To Sell Is Human: The Surprising Truth About Motivating Others）。 In this provocative and persuasive new book， he asserts that the secret to high performance and satisfaction-at work， at school， and at home—is the deeply human need to direct our own lives， to learn and create new things， and to do better by ourselves and our world。
Drawing on four decades of scientific research on human motivation， Pink exposes the mismatch between what science knows and what business does—and how that affects every aspect of life。 He examines the three elements of true motivation—autonomy， mastery， and purpose-and offers smart and surprising techniques for putting these into action in a unique book that will change how we think and transform how we live。
Reviews
Emily Jones
，
I enjoyed this book quite a bit！ The identification of autonomy， mastery and purpose as key aspects of motivation really resonated with me。 I enjoyed the activities and summaries at the end- not a format I'm used to， but made a lot of sense based on the subject and is valuable to look back on。 I enjoyed this book quite a bit！ The identification of autonomy， mastery and purpose as key aspects of motivation really resonated with me。 I enjoyed the activities and summaries at the end- not a format I'm used to， but made a lot of sense based on the subject and is valuable to look back on。 。。。more
Bob Makin
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Bit slow at first but some excellent ideas。 Quote fascinating
Berat Sadıç
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Beklediğim tam anlamıyla bulamadığım bir kitap oldu Drive。 "Akış" gibi bazı kavramlara zaten oldukça hakim olduğum için mi yoksa kitabın yapısındaki kurumsal-bireysel ayrımındaki kurgu eksikliğinden mi bilmiyorum ama çok etkilenmedim。 Nasıl motive oluyoruz？ Sorusunun cevabını bilimsel olarak net bir şekilde duymayı beklerken， daha ziyade şartlı koşullandırmanın aslında o kadar da güzel bir şey olmadığının irdelendiğini tekrar tekrar okumuş oldum。Konu hakkında giriş seviyesinde bilgiler için yete Beklediğim tam anlamıyla bulamadığım bir kitap oldu Drive。 "Akış" gibi bazı kavramlara zaten oldukça hakim olduğum için mi yoksa kitabın yapısındaki kurumsal-bireysel ayrımındaki kurgu eksikliğinden mi bilmiyorum ama çok etkilenmedim。 Nasıl motive oluyoruz？ Sorusunun cevabını bilimsel olarak net bir şekilde duymayı beklerken， daha ziyade şartlı koşullandırmanın aslında o kadar da güzel bir şey olmadığının irdelendiğini tekrar tekrar okumuş oldum。Konu hakkında giriş seviyesinde bilgiler için yeterli olsa da， hem hap bilgi ve pratik anlamdaki önerilerin eksik ve kötü kurgusu hem de konunun yeterince bilimsel bir dille ele alınamaması beni hayal kırıklığına uğrattı。 。。。more
Michael Kim
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Drive presents an amazing review of the evidence， stories and applications about what truly motivates us。 He discusses the outdated carrot and stick system for motivation and makes a compelling argument for intrinsic motivation。 For some this may be old news， but his delivery and choice wording leaves the reader with invaluable lessons at the forefront of their mind regardless。 A recommended read for anyone trying to understand what motivation is and how to get more of it for themselves or their Drive presents an amazing review of the evidence， stories and applications about what truly motivates us。 He discusses the outdated carrot and stick system for motivation and makes a compelling argument for intrinsic motivation。 For some this may be old news， but his delivery and choice wording leaves the reader with invaluable lessons at the forefront of their mind regardless。 A recommended read for anyone trying to understand what motivation is and how to get more of it for themselves or their close ones and colleagues。 。。。more
Carlo Corti
，
I like the main point of this book， and the initial chapters of evidence， but it gets repetitive and slows down a lot in the second half。 Still， thinking about how we， as humans， were once motivated by survival， then by rewards/punishments， but now are moving into a more intrinsic motivation model was really interesting。 Pink does a good job showing all the ways a boss， friend， or family member can help harness that intrinsic motivation and make sure that people are getting something out of thei I like the main point of this book， and the initial chapters of evidence， but it gets repetitive and slows down a lot in the second half。 Still， thinking about how we， as humans， were once motivated by survival， then by rewards/punishments， but now are moving into a more intrinsic motivation model was really interesting。 Pink does a good job showing all the ways a boss， friend， or family member can help harness that intrinsic motivation and make sure that people are getting something out of their work which， he argues， will make us more productive。 。。。more
Madhavi Ravanan
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Nice and crisp read on what really motivates us。 With real life examples。 Compelling and educational。
Letícia Azevedo
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Every person responsible to teach and in a leardership position （official or non-official） should read this book！100% of clients are people。 100% of collaborators are people。 If you don't understand people， you don't understand business。 Every person responsible to teach and in a leardership position （official or non-official） should read this book！100% of clients are people。 100% of collaborators are people。 If you don't understand people， you don't understand business。 。。。more
Kellie Schull
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Generally a good read。 The examples provided were contextually helpful， and I did take away a few action items and thoughts。 I appreciate that the idea of carrots and sticks is outdated， and see the “drive” towards more internal motivations。
Devin
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Ch 1•tReeses monkey study – giving financial incentive diminishes intrinsic motivation•tCarrot and stick motivation assumptions are outdated •tEncarta vs。 Wikipedia。 Open source – no incentive， may even lose out on chance at making money bc they are spending time on Wikipedia。 •tMaslow’s hierarchy of needs。•t2002 Nobel prize: We are not rational calculators of our own self-interest and mutual parties won’t always get to wealth maximization。 Daniel Kahnaman。•tGame: $10 to share （some all or none） Ch 1•tReeses monkey study – giving financial incentive diminishes intrinsic motivation•tCarrot and stick motivation assumptions are outdated •tEncarta vs。 Wikipedia。 Open source – no incentive， may even lose out on chance at making money bc they are spending time on Wikipedia。 •tMaslow’s hierarchy of needs。•t2002 Nobel prize: We are not rational calculators of our own self-interest and mutual parties won’t always get to wealth maximization。 Daniel Kahnaman。•tGame: $10 to share （some all or none）。 If you accept we both get to keep。 If you reject it neither gets。 If I offer $6 or $5 you would。 If I offer $2 or less， people around the world rejected。 No sense in terms of wealth maximization （$2 is greater than $0）。 BUT， you are a human being… notion of fair play， desire for revenge， irritation overrides it。 Economics is the study of Behavior is far more complex than the econ text book suggests。•tFeel sharper pain from losing money than gaining the same amount… we’re irrational。•tMotivators （comp/bonus） assumes we’re rational calculators of interests。 We aren’t and sometimes these extrinsic motivators cause harm。•tEarly 1900’s – work consists of simple， boring tasks。 Only way to motivate them is with pay and lots of monitoring。•tNo longer – jobs are interesting， complex， self-directed。 Direct challenge to common assumptions of motivation。 Nonroutine， more interesting work requires more self-direction。 If you need me to motivate you， I don’t want to hire you。•tMethods for and assumptions about motivation suffers from compatibility problems。 Because we are intrinsically motivated purpose maximizers， not only extrinsically motivated profit maximizers。•tIt’s hard to reconcile with much of what we actually do - - creative， interesting， self-directed。•tSomething has gone awry in motivation operating systemCh 2 – seven reasons carrots and sticks often don’t workBaseline rewards - if they are inadequate or equitable （neither extrinsic or intrinsic）Once past fairness threshold - tactics to advance good deeds and behavior can work in the opposite。 Counter-intuitive resultsThe sawyer effectTom sawyers trap - Ben white washing fence。 Work - whatever a body is obliged to do。 Play whatever not obliged to doRewards can turn play into work。 Can turn creativity and performance toppling Extrinsic incentives - hidden cost of rewardContingent rewards （if this， then that） - give up autonomy。。。 focus on shirt term and controlling behavior - Snuff out third drive， less intrinsic motivationBUT do they boost performance？？ Ok for staff atty？？Study - small and medium reward same， higher incentives led to lower performance （Do not pay for collections ）Pay for performance doesn’t work， can negatively impact Functional fixed ness - box is only for tacks。 Actually it’s what holds the candleSolution is not algorithmic it’s heuristic Timing for norms or financial incentive for speed （2nd group takes longer！！）Blood donation study - adding extrinsic motivator （money） for doing something good that you already want to do taints If then rewards neglect the Elements of genuine motivation - autonomy， mastery and purpose。 Crate short term thinking at the expense of the long view Daycare study- when you’re late a teacher has to stay late。。。。 then announced fine for being late —> more lateness bc went from moral to transactional。 Ppl bought more time。 Pay your son to take out the trash？ He’ll never do it again for free。 Once offered makes an agent expect it。 Until existing reward no longer suffices。 Feels like a given not a reward。 Short term prize crowds out long term learning。 Many work only to the reward not furtherSimilar fmri as cocaineEx quarterly earnings， pay ppl to quit smokingSeven deadly flaws of carrots and sticks1- can extinguish intrinsic motivation2-can diminish perf。3-can crush creativity （candle）4- can crowd out good behavior5-can encourage cheating and short cuts6-addictive7-short term thinkingCarrots and sticksSometimes work first baseline rewards adequate and fair。 Then sometimes ok to fall back on extrinsic motivators。Is task at hand routine？ Prescribed set of rules for specified end。 Rewards small motivational booster shot。Extrinsic reward- unexpected and after the fact （but too many can lead to entitlement and if， then）Praise and positive feedback better than cash and trophiesUseful information。 Positive psychologySDT- competent， autonomous and connected with othersFlowLearned helplessnessGrowth mindsetType x - money is the tableType I - wants to be fairly compensated but beyond that CHAPTER 4- teamsAutonomyInnate capacity for self direction Management aim should be to harness and release not control Very few attorneys display type I behaviorLawyers have very little autonomy Time to focus on results accomplished （output） not time spent - billed or at desk （input）Born to be players not pawnsChapter 5 - masterMastery - the desire to get better at something that mattersMotivation 2。0 - complianceMotivation 3。0 engagementEngagement required to drive masteryFlow - goals are clear， feedback is immediate， relationship btwn had to do and could do。。。 reasonable stretch。 Most satisfying and productive exp。 feel in moment - lose sense of time。 AutotelicIt’s not easy！！ Requires a lot of effort as well as effort overtime Extrinsically motivated， high attainers - get their financial goal but still aren’t happy。 So they try for more money and that takes them deeper into the depths。 Must be matched with purpose Part 3Flow test What’s your sentenceSabbatical Monthly self reviewIndex cards - what gets you up in the am？ What keeps you up at night？Foster type I behavior20% time （Gmail）Peer to peer now thatAutonomy- how much autonomy do you have on tasks， time， team， techniqueUse consider/think about rather than must/shouldAsk everyone to write mission， read aloudGoldilocks task - not too easy or too hard， flowIf you use perf metrics make the wide ranging， relevant and hard to game （Sales， comp perfm， evals for coworkers， client satisfaction。） variety of measures to a hard to game。 。。。more
Alexandra
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The first few pages were ok。 Then it got repetitive and uninteresting。
Monika
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While this book doesn't present anything new it's an extremely well written collection of everything what we know about intrinsic motivation today。 I couldn't agree more with every sentence in this book。 I really wish people were more self-aware and understand what makes their life meaningful whatever they do every single day。 While this book doesn't present anything new it's an extremely well written collection of everything what we know about intrinsic motivation today。 I couldn't agree more with every sentence in this book。 I really wish people were more self-aware and understand what makes their life meaningful whatever they do every single day。 。。。more
Margo
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3。5 Interesting concepts， but too much filler。
Miles
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Excellent book on motivation in life’s pursuits。
Kishore
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Far too repetitive and yet another book has many references to Flow by Mihaly Csikszentmihalyi， and very little authenticity。 What a clickbait title as well。
Mitchell Davison
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3 things for motivation: Autonomy， mastery， intrinsically， engagement。What is my purpose？Were you better today than yesterday。 Don’t need to be a master by day 3， but will get there by day 3000。Growth mindset vs a fixed mindset
John Cumming
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Can I give it 3。5 stars？ Ok， I’ll err on the positive side :）The failure of carrot and stick to provide meaningful motivation and intrinsic motivation being more effective is now nothing new - maybe it was when I first read this book， I can’t quite remember。The reason I reread it was due to some concern over the application of it in organizational contexts， especially in team environments。 I wrote about it in my blog at www。katalytikos。com if you’re interested。My biggest challenge to the book on Can I give it 3。5 stars？ Ok， I’ll err on the positive side :）The failure of carrot and stick to provide meaningful motivation and intrinsic motivation being more effective is now nothing new - maybe it was when I first read this book， I can’t quite remember。The reason I reread it was due to some concern over the application of it in organizational contexts， especially in team environments。 I wrote about it in my blog at www。katalytikos。com if you’re interested。My biggest challenge to the book on retreading is that the jump from flow to mastery as a motivator appears a bit tenuous。 I don’t relate to the desire for mastery particularly， but at least mastery is presented as journey not a destination。 For me the asymptotic limit of mastery is continuously being reset based on the potential for learning increasing as the journey progresses。 But this has nothing to do with flow - as an occasional artist， the act of painting is very much a flow based experience， but mastery is not on my mind。 I’m also not a completer - finisher to use a dubious belbin term。 Mastery is far less of a motivator than novelty for me。 As with most models - all models are wrong， but some are useful some of the time。 。。。more
JANSI LIPAKSHI
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It is a good book to know about intrinsic motivation and extrinsic motivation。 How that applies in our lives。
Pavel Podgorný
，
Dobré， ale hodně se opakující。 Navíc nevím， jestli to bylo překladem， ale větná skladba byla příšerná。
Irina
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Very good ideas， but it was for me very difficult to read it。 Fortunately， there are a lot of recaps at the end of the book。 Or - just watch his talk and you get all the ideas。
Mei Yue
，
This is an average sociology book only but I think there are several good points which may remind us about our life。 I appreciate its point almost at the end which reminded me of 'what to do'。 Suddenly， I had an idea on this new axiom that I have had inspiration on this very important point critical to my life view。 This is an average sociology book only but I think there are several good points which may remind us about our life。 I appreciate its point almost at the end which reminded me of 'what to do'。 Suddenly， I had an idea on this new axiom that I have had inspiration on this very important point critical to my life view。 。。。more
Miroslav Nikolov
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Впечатлен съм от събрания， методичен и конкретен начин на представяне и аргументиране на тезата на автора， а именно - има пропаст между теория и практика в икономиката。 Много полезен труд за равносметка на трудовите мотиви， организационните ценности и очаквания за прогрес。
Susan Atkinson
，
Great principles， a lot of it resonates。 But the idea that “money is not a motivator” falls short in a country where historic and ongoing inequalities mean that a disproportionate financial burden is placed on young graduates。
Algirdas
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Just read it :）
Stephen
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The "surprising truth" the author is trying to reveal is that external rewards and punishments （a。k。a。 carrots and sticks） can work nicely as motivation for algorithmic tasks， but they can be devastating for heuristic ones。 Furthermore， if the task is inherently enjoyable， adding certain kinds of extrinsic rewards can often dampen motivation and diminish performance。Drive is similar to the author's other book （When） in terms of structure， so if you like the latter， you’ll probably enjoy this one The "surprising truth" the author is trying to reveal is that external rewards and punishments （a。k。a。 carrots and sticks） can work nicely as motivation for algorithmic tasks， but they can be devastating for heuristic ones。 Furthermore， if the task is inherently enjoyable， adding certain kinds of extrinsic rewards can often dampen motivation and diminish performance。Drive is similar to the author's other book （When） in terms of structure， so if you like the latter， you’ll probably enjoy this one too。 If nothing else， I finally learned how to pronounce the name "Mihaly Csikszentmihalyi"， which I came across in several other books as well。 。。。more
Shishir
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Excellent book on what motivates humans and how carrot stick method is so overrated
Dhilla Sandra Adjie
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Pink figured that carrot & stick approach in motivating people is no longer relevant。 Conversely， innate desire that fires intrinsic motivation is what counts。 By contributing; Autonomous， Mastery & Purpose--the three are being acknowledged as pertinent novel answers
Ethan Nguyen
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This review has been hidden because it contains spoilers。 To view it， click here。 Extrinsic promises destroy intrinsic motivation。Intrinsic motivation is gradually lost as a person is confronted with a world in which everything relies on extrinsic motivation – as illustrated in a nursery experiment in which children were asked to produce a drawing。 Some children were promised a certificate for completing their drawing， and the others were not。 When both groups were set to drawing again （this time with neither group being promised a reward）， the children who had previously rec Extrinsic promises destroy intrinsic motivation。Intrinsic motivation is gradually lost as a person is confronted with a world in which everything relies on extrinsic motivation – as illustrated in a nursery experiment in which children were asked to produce a drawing。 Some children were promised a certificate for completing their drawing， and the others were not。 When both groups were set to drawing again （this time with neither group being promised a reward）， the children who had previously received a certificate no longer wanted to draw， whereas those who hadn’t received any special recognition did。They had learned to draw only for a reward。Basketball players want to shoot more and more hoops， computer scientists want to create increasingly intelligent programs and photographers want to take better and better pictures。 They all have the important component of Motivation 3。0 in common: the inner urge to achieve perfection。Creative people with a drive for perfection often work in a flow state， which means they pursue a task with the highest degree of concentration and passion， forget the world around them and lose themselves entirely in their work。 Think of painters who happily work at their pictures for hours on end。While perfection is something we can never achieve， it is nevertheless something we should strive for: we must be ambitious in order to come as close to perfection as possible。Get into the flow: the inner drive for perfection leads to passion and dedication。 。。。more
Sunny Bulchandani
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Brilliant insight， supported with strong research - really makes you think on how each of us can apply the learnings in our own lives！
Dani
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Interesting insights， however lots of the studies were ones you have heard before if you read these types of book。 Quick read。
Sameer Katija
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