The following review is taken from a pivotal article by Alfie Kohn in 1993. The paper can be ordered from Harvard Business Review (Sept. 1993). I will also provide my own comments on each point and offer some additional materials that amplify Mr. Kohn’s point of view.

This article is important because it gives a summary of studies that contradict the common misperception that giving tangible rewards will improve performance. The conclusions go against conventional wisdom and need to be considered before any incentive program is considered.

(See PDF below.)

The preceding information was adapted from the book The TRUST Factor: Advanced Leadership for Professionals, by Robert Whipple.