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The Surprise

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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The Surprise

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  1. The Surprise Commitment is driven by giving not receiving

  2. 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.”

  3. 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.”

  4. Engaging Employees in Giving • Screen out takers • Find the right source • Highlight the right reasons • Create optimal distinctiveness

  5. 1. Spotting a Taker

  6. Which CEO is a Taker?

  7. Lekking and Leaking

  8. Signs of a Taker

  9. 2. Finding the Right Source

  10. 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

  11. Outsourcing Inspiration Recruiting by beneficiaries of the cause or employees who benefited from the experience

  12. 3. Highlighting the Right Reasons • Prosocial • Developmental • Belonging • Career • Self-enhancement • Self-protection

  13. Reasons for Giving “Giving is our chance to make a difference” “Giving makes us feel good”

  14. Donation Rates

  15. Why Mixed Reasons Backfire • Comparative analysis and argument dilution • Persuasion knowledge and psychological reactance • Great expectations and harsh reality

  16. 4. Creating Optimal Distinctiveness

  17. www.giveandtake.com @AdamMGrant ProfAdamGrant adam@giveandtake.com

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