Chapters in this book

1. Frontmatter i
2. Contents vii
3. Introduction: Do as I Say, Not as I Do 1
4. ONE. HOW SIGNALING WINS MARKETS
5. Introduction 15
6. 1. Credible Signals 17
7. 2. How Toyota Won the Hybrid Car Market 24
8. 3. It’s Just Who I Am: Th e Value of Self-Signaling 30
9. TWO. AVOID MIXED SIGNALS
10. Introduction 41
11. 4. When More Is Less: Incentivizing Quantity at the Expense of Quality 45
12. 5. Encouraging Innovation but Punishing Failure 61
13. 6. Encouraging Long-Term Goals but Rewarding Short-Term Results 70
14. 7. Encouraging Teamwork but Incentivizing Individual Success 78
15. THREE. HOW INCENTIVES SHAPE THE STORY
16. Introduction 91
17. 8. Stakes and Mistakes 93
18. 9. Mental Accounting: Choosing the Incentive’s Currency 106
19. 10. Regret as Incentives 116
20. 11. Prosocial Incentives 123
21. 12. Awards as Signals 127
22. FOUR. US E INCENTIVES TO IDENTIFY THE PROBLEM
23. Introduction 137
24. 13. Are US Students Really So Bad? 141
25. 13. Are US Students Really So Bad? 148
26. 15. “Pay to Quit” Strategy: Making Employees Put Their Money Where Their Mouth Is 156
27. 16. Bribing the Self: Cheating and Self-Signaling 161
28. FIVE. HOW INCENTIVES LEAD TO BEHAVIOR CHANGE
29. Introduction 167
30. 17. Creating Habits: Change Happens One Step at a Time . . . Literally 173
31. 18. Breaking Habits: Kicking Bad Behaviors to the Curb 184
32. 19. I Want It Now! 196
33. 20. Removing Barriers 201
34. SIX. HELPING COMMUNITIES CHANGE HARMFUL CULTURAL PRACTICES
35. Introduction 211
36. 21. From Lion Killers to Lion Savers: Changing the Story 213
37. 22. Insurance Fraud and Moral Hazard: Th e Maasai Edition 220
38. 23. Changing the Warriors’ Story 225
39. 24. Changing the Economics of Female Genital Mutilation 231
40. SEVEN. NEGOTIATE YOUR SIGNALS: PUTTING INCENTIVES TO WORK AT THE NEGOTIATION TABLE
41. Introduction 243
42. 25. Anchoring and Adjustment 245
43. 26. The Contrast Effect 248
44. 27. Price Signals Quality 254
45. 28. The Norm of Reciprocity 257
46. Conclusion: From Mixed Signals to Clear Signals 261
47. Acknowledgments 273
48. Notes 275
49. Index 297