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Kenya's Faith Chemaoi crosses the finishing line of the 2014 Paris Marathon (Source: Wikimedia Commons)

How Reference Points Motivate Us

Idea posted: June 2014
  • CSR & Governance
  • Leadership & Change
  • Learning & Behaviour

Reference-dependent theories state that individuals evaluate outcomes as gains or losses, depending on a neutral reference point. Making 19 sales in a month is a loss when the goal — the reference point — was 20 sales a month. Data from 10 million marathon finishes provides a field test that confirms the behavioural expectations and implications of these theories, shedding a light on how milestone goals can push individuals to higher performance.

Idea #394
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Chief Information Officers: Secrets to Success

Idea posted: January 2013
  • Leadership & Change
  • Learning & Behaviour

A valuable learning tool for CIOs, this Idea draws upon the successes and experiences of 14 extraordinary Chief Information Officers from organizations including FedEx, Cisco, Time Warner and the US Department of Defence. Cross-referencing both personal characteristics and environmental factors universal to all 14 we can define and determine the skills needed to excel in this role.

Idea #069
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