Pain, not gain, may be a better way to motivate workers

10/10/2013 | Kellogg Insight

Research by two U.S.-based researchers suggests that people will do more to avoid the pain of losing something they already possess than they will to gain an equivalent amount. While the research isn't conclusive, it suggests that business leaders might be able to motivate employees, particularly younger workers, more effectively through threats and penalties than through promises and rewards.

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