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Drive: The Surprising Truth About What Motivates Us Hardcover – December 29, 2009

4.5 4.5 out of 5 stars 8,860 ratings

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The New York Times bestseller that gives readers a paradigm-shattering new way to think about motivation from the author of When: The Scientific Secrets of Perfect Timing

Most people believe that the best way to motivate is with rewards like money—the carrot-and-stick approach. That's a mistake, says Daniel H. Pink (author of
To Sell Is Human: The Surprising Truth About Motivating Others). In this provocative and persuasive new book, he asserts that the secret to high performance and satisfaction-at work, at school, and at home—is the deeply human need to direct our own lives, to learn and create new things, and to do better by ourselves and our world.

Drawing on four decades of scientific research on human motivation, Pink exposes the mismatch between what science knows and what business does—and how that affects every aspect of life. He examines the three elements of true motivation—autonomy, mastery, and purpose-and offers smart and surprising techniques for putting these into action in a unique book that will change how we think and transform how we live.
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Editorial Reviews

Review

"Pink makes a convincing case that organizations ignore intrinsic motivation at their peril."
-Scientific American

"Persuasive . . .Harnessing the power of intrinsic motivation rather than extrinsic remuneration can be thoroughly satisfying and infinitely more rewarding."
-
Miami Herald

"These lessons are worth repeating, and if more companies feel emboldened to follow Mr. Pink's advice, then so much the better."
-
Wall Street Journal

"Pink is rapidly acquiring international guru status . . . He is an engaging writer, who challenges and provokes."
-
Financial Times

"Pink's ideas deserve a wide hearing. Corporate boards, in fact, could do well by kicking out their pay consultants for an hour and reading Pink's conclusions instead."
-Forbes

"Pink's deft traversal of research at the intersection of psychology and economics make this a worthwhile read-no sticks necessary."
-
SEED

"[Pink] continues his engaging exploration of how we work."
-
Inc. Magazine

"Pink's a gifted writer who turns even the heaviest scientific study into something digestible-and often amusing-without losing his intellectual punch."
-
New York Post

"A worthwhile read. It reminds us that those of us on the right side of the brain are driven furthest and fastest in pursuit of what we love."
-
Minneapolis Star Tribune

"Pink's analysis--and new model--of motivation offers tremendous insight into our deepest nature."
-
Publishers Weekly

"Important reading...an integral addition to a growing body of literature that argues for a radical shift in how businesses operate."
-
Kirkus

"
Drive is the rare book that will get you to think and inspire you to act. Pink makes a strong, science-based case for rethinking motivation--and then provides the tools you need to transform your life."
-Dr. Mehmet Oz, co-author of
YOU: The Owners Manual

About the Author

Daniel H. Pink is the author of five books, including To Sell Is Human and the long-running New York Times bestsellers A Whole New Mind and Drive. His books have been translated into thirty-three languages and have sold more than a million copies in the United States alone. Pink lives with his family in Washington, D.C.

Product details

  • ASIN ‏ : ‎ 1594488843
  • Publisher ‏ : ‎ Riverhead Books; 1st edition (December 29, 2009)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 256 pages
  • ISBN-10 ‏ : ‎ 9781594488849
  • ISBN-13 ‏ : ‎ 978-1594488849
  • Lexile measure ‏ : ‎ 1140L
  • Item Weight ‏ : ‎ 1.2 pounds
  • Dimensions ‏ : ‎ 6.15 x 1.01 x 9.27 inches
  • Customer Reviews:
    4.5 4.5 out of 5 stars 8,860 ratings

About the author

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Daniel H. Pink
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Daniel H. Pink is the #1 New York Times bestselling author of seven books -- including his latest, THE POWER OF REGRET: How Looking Backward Moves Us Forward. His books have sold millions of copies around the world, been translated into forty-two languages, and have won multiple awards. He lives with his family in Washington, DC.

Customer reviews

4.5 out of 5 stars
8,860 global ratings

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Customers say

Customers find the book engaging and insightful, providing useful information and examples. They consider it a good value for money and say it will increase profitability in business instantly. The writing is described as intelligent and witty. Many readers find the book effective, saying it works for life and not only for business. The reading list is provided, along with suggestions for creating an environment that motivates personnel. However, some customers feel the motivation techniques are counterintuitive and not effective.

AI-generated from the text of customer reviews

606 customers mention "Readability"540 positive66 negative

Customers find the book easy to read and engaging. It provides practical insights and tools for leaders and managers. The authors do a good job of presenting and linking various studies. Overall, it's a valuable resource that should be read by all company executives.

"...For most of recent history, coal has been the cheapest, easiest, most efficient resource. But coal has two downsides...." Read more

"...It promotes great conceptual understanding, better grades, enhanced persistence at school and in sporting activities, higher productivity, less..." Read more

"...It's an easy read. It's an important read and it will open you up to some very interesting research and science behind motivation...." Read more

"...Overall, this book is very insightful and an easy read - recommended." Read more

562 customers mention "Insight"531 positive31 negative

Customers find the book insightful and easy to read. They appreciate the relevant research and useful examples. The idea is compelling and flows well, with interesting suggestions and advice on how to try. The book focuses on purpose maximization and deconstructs assumptions that readers may have missed. Overall, customers find the content helpful and recommend it.

"...previously published research from a variety of fields, synthesize and coordinate the data and present the findings to a lay audience in a way that..." Read more

"...activities, higher productivity, less burnout, and greater levels of psychological well-being. In addition, autonomous people impact the workplace...." Read more

"...highlighting, with multiple examples, that this isn't new, it's well researched and the evidence holds true in the face of how we think about rewards..." Read more

"...Overall, this book is very insightful and an easy read - recommended." Read more

31 customers mention "Value for money"25 positive6 negative

Customers find the book provides a good value for money. It offers a great blend of science, economics, and management. They say it helps keep staff happy at work without having to pay expensive bonuses. The book increases business and personal profitability immediately.

"...For most of recent history, coal has been the cheapest, easiest, most efficient resource. But coal has two downsides...." Read more

"...This chapter alone was worth the price of the book. All the rest is an excellent bonus." Read more

"...That section alone is worth the price of the book." Read more

"good buy" Read more

16 customers mention "Wit"16 positive0 negative

Customers enjoy the book's witty writing style. They find it thoughtful and insightful, with clever toolkit summaries. The author is described as an amazing speech writer, marketer, and entertainer.

"...They also know that he has a wise, witty, fun, and fast way to take some of us who are stuck . . ...." Read more

"...'s book DRIVE: The Surprising Truth About What Motivates Us, to be a thoughtful, helpful, and encouraging read...." Read more

"...research and many psychologists' analysis. Pinks writing is filled with wit, humor, and great examples that makes reading this book enjoyable...." Read more

"Daniel pink is an amazing speech writer, marketer, and entertainer. His book’s have that feel to them...." Read more

9 customers mention "Effectiveness"9 positive0 negative

Customers find the book effective and motivational. They say it works for life and not just business. It works well on Macs but they need it on phones.

"...Nevertheless, the book is one of the best works I have seen that brings all the research and examples together in a coherent fashion to make a..." Read more

"A good analysis of why work and life can often seem disengaging and what to do to get back on track...." Read more

"...In terms of readability and effectiveness, I'd recommend "It's Okay to be the Boss" over this one 1000 times...." Read more

"...with children to motivate themselves (rather than me) and they work very well. This book is well written and organized...." Read more

8 customers mention "Reading list"8 positive0 negative

Customers find the book provides a reading list and information on experts in the 3.0 movement. They appreciate the appendices and practical ways to create an environment that encourages Types. The book closes with a reading list, examples of six business leaders who understand the concept, and an extensive section at the end providing practical ways to become a Type.

"...He provides a great reading list of 15 essential books to encourage and promote a healthy environment for autonomy, mastery, and purpose...." Read more

"...It also includes a reading list that informs much of what Mr. Pink discussed earlier in the book and a quick bio on "Seven Business Thinkers Who..." Read more

"...this material also very useful, particularly to the extent it cites additional reading, consultants, etc. that provide more on the topic...." Read more

"...The book closes with a reading list, examples of six business leaders who "get it," a recap of his book (even in 140 character "twitterese") and a..." Read more

15 customers mention "Length"9 positive6 negative

Customers have different views on the book's length. Some find it short and powerful, with about 180 pages or so. Others feel it could be shortened and more enjoyable.

"...The book is short yet powerful. I recommend it." Read more

"...his book to represent all sides on each of his points, it would be too long, unreadable, not enjoyable, an academic book, not a business book, and..." Read more

"...The book is brief, easy to read, and might be rather helpful if you are new to the concepts...." Read more

"...It’s got great content but it could be dramatically shortened if only they’d distilled the novel a little before publishing...." Read more

10 customers mention "Motivation"0 positive10 negative

Customers find the motivation techniques in the book counterintuitive and not effective. They mention the findings are overworked and predictable, with some conclusions being overstated. The book provides few new insights for customers.

"...few times while reading, the thought crossed my mind that some conclusions are overstated, some connections are over-emphasized, and a few..." Read more

"...states the flaw of the carrot/stick method is that it extinguishes intrinsic motivation. “..." Read more

"...External motivators kill internal motivation. Agreed. That is a problem not only for the corporate world...." Read more

"...it says that "carrot and stick" techniques are not effective motivators...." Read more

Blank pages
1 out of 5 stars
Blank pages
I ordered 9 for our book club. One book had blank pages intermittently throughout the book….the blank pages should have contained print. Very frustrating for the reader. Otherwise great book.
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Top reviews from the United States

  • Reviewed in the United States on December 28, 2010
    Some books for me are "game changers." All of Malcolm Gladwell's books fall into this category: "Tipping Point," "Blink" and "Outliers." Frans Johansson's "The Medici Effect" prompted me to organize two leadership gatherings: The White Rhino Intersection and Intersection 2.0. Daniel Pink's latest book, "Drive," belongs in this same category. I love what Gladwell said about Pink's book: "I spent as much time thinking about what this book means as I did reading it." Well said; I have had the same response.

    To regular readers of The White Rhino Report, Pink is no stranger. I wrote effusively about his earlier book, "A Whole New Mind."

    I recently offered a link to a TED talk that summarizes the most salient points of "Drive."

    Having been thoroughly mesmerized and intrigued by the "Drive" video, I wondered if I needed to read the book. I am glad I chose to take that additional step. The video serves as an excellent appetizer and introductory tool, but the main nutrient's can be found in the book.

    Pink's genius is his ability to take previously published research from a variety of fields, synthesize and coordinate the data and present the findings to a lay audience in a way that does not "dumb down" the content or the significance of the discoveries. He takes the "what," and turns it into a powerful "so what?".

    In discussing what motivates individuals and teams in almost any setting, Pink describes two types of motivation: Type X (extrinsic) and Type I (intrinsic).

    "Type I behavior is a renewable resource. Think of Type X behavior as coal, and Type I behavior as the sun. For most of recent history, coal has been the cheapest, easiest, most efficient resource. But coal has two downsides. First, it produces nasty things like air pollution and greenhouse gases. Second, it's finite; getting more of it becomes increasingly difficult and expensive each year. Type X behavior is similar. An emphasis on rewards and punishments spews its own externalities. And 'if-then' motivators always grow more expensive. But Type I behavior, which is built around intrinsic motivation, draws on resources that are easily replenished and inflict little damage. It is the motivational equivalent of clean energy: inexpensive, safe to use, and endlessly renewable." (Page 80)

    He goes on to describe what lies at the heart of Type I behavior and the underlying motivations. He issues what amounts to a manifesto for change.

    "Ultimately, Type I behavior depends upon three nutrients: autonomy, mastery, and purpose. Type I behavior is self-directed. It is devoted to becoming better and better at something that matters. and it connects that quest for excellence to a larger purpose. Some might dismiss notions like these as gooey and idealistic, but the science says otherwise. The science confirms that this sort of behavior is essential to being human - and that now, in a rapidly changing economy, it is also critical for professional, personal, and organizational success of any kind. So we have a choice. We can cling to a view of human motivation that is grounded more in old habits than in modern science. Or we can listen to the research, drag our business and personal practices into the twenty-first century, and craft a new operating system to help ourselves, our companies, and our world work a little better. It won't be easy. It won't happen overnight. So let's get started." (Pages 80-81)

    As the author continues to sketch out the components of what he calls Motivation 3.0 - a large quantum leap beyond the traditional Motivation 2.0 that fueled the Industrial Revolution - he describes four aspects of autonomy.

    "And what a few future-looking businesses are discovering is that one of these essential features is autonomy - in particular, autonomy over four aspects of work: what people do, when they do it, how they do it, and whom they do it with. As Atlassian's experience shows, Type I behavior emerges when people have autonomy over the four T's: their task, their time, their technique, and their team." (Pages 93-94)

    In discussing the importance of "Purpose" as a factor in motivation, Pink's work comes close to the themes of the book "Half Time - Moving from Success to Significance," by Bob Buford, which I reviewed in this space a few months ago:

    These themes are also resonant with Rick Warren's best-seller, "The Purpose Driven Life."

    The demographic time bomb that is my generation of Baby Boomers presents an interesting dilemma and opportunity occasioned by our anticipated increased longevity.

    "Upon comprehending that they could have another twenty-five years, sixty-year-old boomers look back twenty-five years - to when they were thirty-five - and a sudden thought clonks them on the side of the head. 'Wow. That sure happened fast,' they say. 'Will the next twenty-five years race by like that? If so, when I am going to do something that matters? When am I going to live my best life? When am I going to make a difference in the world?'

    Those questions, which swirl through conversations taking place at boomer kitchen tables around the world, may sound touch-feely. But they're now occurring at a rate that is unprecedented in human civilization. Consider: Boomers are the largest demographic cohort in most western countries, as well as in places like Japan, Australia and New Zealand. . . In America alone, one hundred boomers turn sixty every thirteen minutes. When the cold front of demographics meets the warm front of unrealized dreams, the result will be a thunderstorm of purpose the likes of which the world has never seen." (Pages 132-133)

    In my observation, the impact is even more dramatic than that which Pink describes. In my role as a career coach, life coach, recruiter and mentor to many emerging leaders, men and women are beginning to ask the "purpose question" at increasingly younger ages. This bodes well for our future, and will force companies to address this issue if they hope to survive and to attract and to retain top talent.

    The purpose dynamic has another aspect to it. In the absence of working for a higher purpose, Type X high achievers - the classic "Type A" personalities - work longer and longer hours to achieve material success and promotion. The result is burnout and dissatisfaction.

    "One of the reasons for anxiety and depression in the high attainers in that they're not having good relationships. They're busy making money and attending to themselves, and that means that there's less room in their lives for love and attention and caring and empathy and the things that truly count." (Page 144)

    In the title of this review, I call this book a "Must Read," yet the book is not for everyone. I recommend it to you only if you meet the following criteria:

    * You are a life-long learner who is willing to learn new facts and to change your thinking and behavior in accordance with these new insights.
    * You are in a position of leadership - in a company, in the military, in a family, in a school, in an organization - in which you need to and desire to create an environment of work and learning that maximizes autonomy, mastery, and purpose.
    * You want to make a positive difference in the world and in the lives of those whom you influence.

    If this is you, then order this book now, devour it, breath it, taste it, smell it, talk about it and live it. And then pass it on to the next generation of Type I leaders.

    Enjoy the drive . . . and the journey!

    Al
    41 people found this helpful
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  • Reviewed in the United States on August 4, 2010
    Carrots and sticks are so 20th century. We need to understand the drive to thrive in the 21st century. That's my twitter summary of Drive: The Surprising Truth About What Motivates Us by Daniel Pink.

    Summary
    There is a great disconnect between what we practice in business - and I will add, in life - and what science is telling us in the area of motivation. The current model of motivation is carrots or sticks, money or termination. If-then rewards actually extinguish intrinsic motivation and diminish performance, crush creativity, and reduce good behavior. They also motivate people into behavior we do not want to see happen: unethical behavior, additions, and short-term thinking.

    While carrots and sticks are not the best motivators, they are not all bad, however. They can be effective for rule-based routine tasks that are not very interesting and do not demand much creative thinking, though their motivation is minimal.

    Science, however, shows us that we need to upgrade our operating system to motivation 3.0.

    The new OS has three essential elements: autonomy, mastery, and purpose.

    Autonomy "involves behaving with a full sense of volition and choice." Motivation is different from independence. It is not the go-it-alone individualism of the American West. It means acting with a choice, meaning we can be both autonomous and happily interdependent with others. And more importantly, this is a human concept, not a Western one.

    Autonomy has a powerful effect on performance. It promotes great conceptual understanding, better grades, enhanced persistence at school and in sporting activities, higher productivity, less burnout, and greater levels of psychological well-being. In addition, autonomous people impact the workplace. A study by Cornell University demonstrated that businesses that offered autonomy grew at four times the rate of non-autonomous businesses and had one-third the turnover.

    The opposite of autonomy is control. Control leads to compliance; autonomy leads to engagement. Engagement leads to mastery, the desire to get better at something that matters. For the tasks of the 21st century, an inquiring mind and willingness to experiment to find a fresh solution is required. That means the ability to have autonomy over our tasks, techniques, team, and time. This all works to allow people to be engaged in their tasks and to master them.

    Autonomous people working toward mastery perform at very high levels. But those who do so in the service of some greater objective can achieve even more. The most deeply motivated people connect their desires to a cause larger than themselves.

    Thoughts
    I really enjoy the writings of Daniel Pink. He assembles complicated research and makes it accessible to the masses. I appreciate how Pink makes the research in the areas of motivation easy for those who are not scientists to understand. In fact, in Drive, he does a magnificent job.

    Much of the background for this book comes from the research of Mihaly Csikszentmihalyi, a Hungarian psychology professor, who emigrated to the United States at the age of 22. Now at Claremont Graduate University, he is the former head of the department of psychology at the University of Chicago and of the department of sociology and anthropology at Lake Forest College. He is noted for his work in the study of happiness and creativity, but is best known as the architect of the notion of flow and for his years of research and writing on the topic. He is the author of many books and over 120 articles or book chapters. Martin Seligman, former president of the American Psychological Association, described Csikszentmihalyi as the world's leading researcher on positive psychology.

    I do a lot of church planter assessments and one of the things we look for is intrinsic motivation. This allows us to see what will keep them going when things get tough. It also allows us to determine if money is a primary motivator. Drive provides us with the research behind the importance of this needed tool for church planting. And for ministry in the 21st century as well.

    Drive is also a marker for entrepreneurial ministry. And entrepreneurialism in general.

    The book is easy to read despite its topic. It makes good use of emerging research. But it's a very practical book as well. At the end of the book, Pink provides a toolkit. In it, he provides strategies for awakening motivation for individuals, parents, educators, and businesses. He provides a great reading list of 15 essential books to encourage and promote a healthy environment for autonomy, mastery, and purpose. He also provides a discussion guide to get the discussion started.

    This is a fabulous book, and will be effective for leaders and followers alike. Whether you are a pastor, small group leader, or business person, this will help motivate those you lead and even help you understand yourself better.
    9 people found this helpful
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Top reviews from other countries

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  • Destiny Jay
    5.0 out of 5 stars 10/10 Great read
    Reviewed in Canada on July 3, 2024
    10/10 Great read
  • Cliente Amazon
    5.0 out of 5 stars Una buena lectura
    Reviewed in Spain on February 8, 2023
    Me ha encantado, un muy buen análisis de los motivadores intrínsecos (autonomía, maestría y propósito) y una justa crítica a los motivadores extrínsecos (palos y zanahorias).
  • Maryam
    5.0 out of 5 stars Consigliato!
    Reviewed in Italy on January 10, 2023
    Tanti spunti interessanti che hanno reso la lettura molto piacevole
  • Uday Reddy
    5.0 out of 5 stars Helps you to know and MANIPULATE your DRIVE!
    Reviewed in India on June 15, 2021
    Why this book is eye-opening –
    1. It talks about different types of drive.
    2. It explains which type of drive is helpful in the present world.
    3. It explains the best to compensate employees.
    4. It talks about giving praise the correct way.
    5. It talks how the ancient methods of rewards and punishments can be harmful.
    6. It provides you guidelines on how to effectively motivate yourself and others to achieve ones goals.
    The long version -

    We all have ‘drive’. It's that hidden feeling within us, which makes us do things which we must do. It is equivalent to motivation, but drive is what gives rise to motivation.

    The book was eye-opening, in terms of exploring what drives people and how to manipulate that drive to do better work. The writing style is smooth, there weren't too many studies bombarding me in every chapter, but just enough to prove the point. I took away many great things from this book.

    The author classifies drive into 3 different types. He argues that the 2nd category of drive has helped us in the industrial era but clinging onto that type of drive in the present generation, is sure to be a recipe for disaster. He explains what sparked the shift from type-2 drive to type-3 drive. He talks about how we destroy the creativity in children, by offering them rewards, and how an employee's morale gets destroyed due to improper compensation. The book offers great advice on how to compensate employees, how to offer praise the correct way, and how to spark creativity in children by changing the way we encourage them. He talks about how in some instances, rewards can be detrimental.

    In the present world, where we are rewarded for absolutely anything, thinking back about what motivates us, that deep hidden voice that pushes us to do what must do, is something that we all must do. The book breaks many myths about motivation and shows you a way use and manipulate your drive to accomplish your goals.

    Read the BOOK!
  • Antonio Orozco
    5.0 out of 5 stars Buenas condiciones
    Reviewed in Mexico on March 17, 2020
    El libro llegó muy bien y en buenas condiciones, cabe resaltar que sin algún envoltorio, que puede ser bueno así no se genera tanta basura.