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The Surprise. Commitment is driven by giving not receiving. Gratitude. “ Donating myself helps me to see that business can make you very focused on making money, and this kind of releases you from that, to think about other people, to reach out to others in need.”. Pride.

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Presentation Transcript
the surprise
The Surprise

Commitment is driven by

giving

not receiving

slide4

Gratitude

“Donating myself helps me to see that business can make you very focused on making money, and this kind of releases you from that, to think about other people, to reach out to others in need.”

slide5

Pride

“I think it's a really neat program for the company to have. It's one of those things that highlights to me the fact that this company really does care about their employees.”

engaging employees in giving
Engaging Employees in Giving
  • Screen out takers
  • Find the right source
  • Highlight the right reasons
  • Create optimal distinctiveness
fundraising caller performance
Fundraising Caller Performance

$10,000

Leader #1

$6,000

Dollars Raised

Control

Leader #2

Control

$2,000

2 weeks before

intervention

2 weeks after

intervention

outsourcing inspiration
Outsourcing Inspiration

Recruiting by beneficiaries of the cause

or

employees who benefited from the experience

3 highlighting the right reasons
3. Highlighting the Right Reasons
  • Prosocial
  • Developmental
  • Belonging
  • Career
  • Self-enhancement
  • Self-protection
reasons for giving
Reasons for Giving

“Giving is our chance to make a difference”

“Giving makes us feel good”

why mixed reasons backfire
Why Mixed Reasons Backfire
  • Comparative analysis and

argument dilution

  • Persuasion knowledge and

psychological reactance

  • Great expectations and harsh reality
slide19

www.giveandtake.com

@AdamMGrant

ProfAdamGrant

adam@giveandtake.com