People Don’t Change — Incentives Do

Why behavior shifts when incentives change — even if people stay the same Opening Observation Walk into any organization on a Monday morning and listen carefully. Someone complains that employees ignore rules. Another says people lack discipline. A third blames culture. The assumption hiding underneath all three complaints is simple: the problem is the people. Yet watch the same individuals move to a different department, a different company, or even a different reward structure. Within months t