{"id":1018,"date":"2022-08-01T06:00:36","date_gmt":"2022-08-01T06:00:36","guid":{"rendered":"https:\/\/www.practicesolutionsinc.net\/blog\/?p=1018"},"modified":"2022-08-01T14:14:51","modified_gmt":"2022-08-01T14:14:51","slug":"three-reasons-incentives-dont-motivate-change-behavior","status":"publish","type":"post","link":"https:\/\/www.practicesolutionsinc.net\/blog\/2022\/08\/three-reasons-incentives-dont-motivate-change-behavior\/","title":{"rendered":"Three Reasons Why Incentives Don&#8217;t Motivate or Change Behavior!"},"content":{"rendered":"<p>Do incentives work? This is the question that I am consistently asked. I have seen many different incentive strategies with little to no positive outcome. It is disheartening when dentists tell me they gave their team money, gifts, or trips and didn\u2019t receive even a simple thank you. Yet when I talk to the team, they say they are very appreciative and yet confused. They are not sure if it is a reward or an incentive with expectations to change something. An open conversation will go a long way in creating clarity as well as create an opportunity to express appreciation.<\/p>\n<p><iframe loading=\"lazy\" title=\"YouTube video player\" src=\"https:\/\/www.youtube.com\/embed\/sTIWWWKOlW0\" width=\"560\" height=\"315\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<p>There is a vast difference between an incentive and a reward. Incentives have attached expectations to motivate and improve behavior or performance. An incentive is in essence an enticement to change something. A reward is simply a thank you for past performance without any strings attached. Incentives have future expectations attached to them and rewards do not.<\/p>\n<p>Dentists and managers don\u2019t often determine if they are offering and incentive or a reward. They give to the team with little or no explanation. Therefore, the team is unsure as well. What is the motivation for giving the incentive? Knowing whether it is an incentive, or a reward will make a big difference on your expectations and how you perceive your team\u2019s response.<\/p>\n<p>I have had the privilege of working with dental teams since the early 80\u2019s first as a manager and now as a culture coach. I have yet to see where incentives have created any long-term change. The sad truth is that incentives don\u2019t generate sustained motivation or changes in behavior. Any expectation of an incentive increasing and sustaining motivation and performance will disappoint.<\/p>\n<p>The assumption that incentives work is prevalent, but growing evidence supports the opposite. According to numerous studies in workplaces, classrooms, and other settings, rewards typically undermine the very processes they are intended to enhance.<\/p>\n<p>So back to the question\u2026do incentives work? The answer depends on what we mean by \u201cwork.\u201d Research suggests that incentives succeed at only temporary compliance. When it comes to producing lasting change in attitudes and behavior, however, incentives, like punishment, are ineffective. \u201cIncentives are like throwing sticky balls at a wall and hoping they will stick.\u201d<\/p>\n<p>Here are three reasons why incentives don\u2019t work.<\/p>\n<p>1 &#8211; The first time you give something it is a surprise and greatly appreciated. However, it is human nature that once we receive something we expect it again.<\/p>\n<p>2 &#8211; Incentives can feel like a manipulation similar to punishment. \u201cDo this and you get that!\u00a0 or do this or this will happen!\u201d In the case of incentives, the gift may be highly desired; but by making it conditional on certain behaviors, the team will feel manipulated. That experience of being manipulated is likely to feel very similar to punishment.<\/p>\n<p>Many of us have received conditional love. Conditional meaning that another person&#8217;s love for you, is contingent on certain actions, or things. Do you remember how you felt? It can feel manipulative, controlling and at times even abusive.<\/p>\n<p>3 &#8211; Incentives can cause people to focus on the numbers instead of what\u2019s best for the patient. It could even lead to unethical behavior such as unnecessary treatment.<\/p>\n<p>We will be disappointed if we expect incentives to fix problems. Money, gifts, and trips don\u2019t fix problems. It is important to understand the underlying causes and address the specific concerns.<\/p>\n<p>So, what does work? Cultivate a happy, healthy, and high performing culture. Where the number one core value is that the entire team (including doctors) treats each other as well as they treat the patients. A happy, healthy, and high performing culture empowers:<\/p>\n<ul>\n<li>Clear core values and consistent leadership<\/li>\n<li>Opportunity to grow and learn<\/li>\n<li>Value and appreciation towards each other<\/li>\n<li>Trust and respect with coworkers and patients<\/li>\n<li>Open communication and feedback<\/li>\n<li>Recognition and respect for teamwork<\/li>\n<li>Positive attitudes<\/li>\n<li>Ongoing team building strategies<\/li>\n<li>A consistent structured training program<\/li>\n<li>A competitive compensation package<\/li>\n<\/ul>\n<p>It will take commitment from the leadership team to maintain the culture. They are the ones who determine who will be a part of the culture. Anyone whose attitude and behavior does not support the culture values will not be invited to continue to be a part of the culture.<\/p>\n<p>Implement the standards to cultivate a happy, healthy, and high performing culture. You will nurture meaningful relationships and positive lasting change. You won\u2019t need incentives. The money, gifts, or trips you give will truly be a thank you reward with no strings attached!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Do incentives work? This is the question that I am consistently asked. I have seen many different incentive strategies with little to no positive outcome. It is disheartening when dentists tell me they gave their team money, gifts, or trips and didn\u2019t receive even a simple thank you. Yet when I talk to the team, [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2,4,5,6,186,7,8,9,10,11,12,13,14,15,16,215,18,19,22,24,25,199,27,204,218,29,191,30,32,33,34,39,41,192,44,197,46,47,49,50,51,53,195,196,1],"tags":[63,68,70,73,76,84,88,89,92,93,96,101,111,219,121,124,126,140,144,146,149,160,166,167,170,178],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Three Reasons Why Incentives Don&#039;t Motivate or Change Behavior! - Practice Solutions Blog<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.practicesolutionsinc.net\/blog\/2022\/08\/three-reasons-incentives-dont-motivate-change-behavior\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Three Reasons Why Incentives Don&#039;t Motivate or Change Behavior! - Practice Solutions Blog\" \/>\n<meta property=\"og:description\" content=\"Do incentives work? This is the question that I am consistently asked. I have seen many different incentive strategies with little to no positive outcome. It is disheartening when dentists tell me they gave their team money, gifts, or trips and didn\u2019t receive even a simple thank you. 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