In a Harvard Business Review article titled "Why Incentive Plans Cannot Work," (Volume 71, Issue 5) author Alfie Kohn wrote: "Research suggests that, by and large, rewards succeed at securing one thing only: temporary compliance. When it comes to producing lasting change in attitudes and behavior, however, rewards, like punishment, are strikingly ineffective. Once the rewards run out, people revert to their old behaviors.... Incentives, a version of what psychologists call extrinsic motivators, do not alter the attitudes that underlie our behaviors. They do not create an enduring commitment to any value or action. Rather, incentives merelyand temporarilychange what we do."

1. Do you agree with this quote? Why? Why not?

2. As a manager, how would you seek to motivate your employees? Justify your answer.

3. Regardless of your answer to question 2, how would you use financial incentives to compensate your employees? What are the keys to using them effectively?