54. People are More Motivated By Intrinsic Rewards Than Extrinsic Rewards

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• People are more likely to be motivated to receive intrinsic rewards(certificates) rather than money or extrinsic rewards.
• Mark Lepper, David Greene, and Richard Nisbett (1973) conducted research on this question. They divided children into three groups:
• Group 1 was the Expected group. The researchers showed the children the Good Drawing Certificate and asked if they wanted to draw in order to get the certificate.
• Group 2 was the Unexpected group. The researchers asked the children if they wanted to draw, but didn’t mention anything about a certificate. After the children spent time drawing, they received an unexpected drawing certificate.
• Group 3 was the Control group. The researchers asked the children if they wanted to draw, but didn’t mention a certificate and didn’t give them one.

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con'td Takeaways

• Don’t assume that money or any other extrinsic reward is the best way to reward people. Look for intrinsic rewards rather than extrinsic rewards.
• If you’re going to give an extrinsic reward, it will be more motivating if it is unexpected.
• If the product you’re designing allows people to connect with other, people then they will be motivated to use it.