Successful Management by Motivation

Balancing Intrinsic and Extrinsic Incentives

  • Bruno S. Frey
  • Margit Osterloh

Part of the Organization and Management Innovation book series (ORGMANAG)

Table of contents

  1. Front Matter
    Pages I-XVI
  2. Motivation as a Function of Management

    1. Front Matter
      Pages 1-1
    2. Bruno S. Frey, Margit Osterloh
      Pages 3-26
    3. Margit Osterloh, Jetta Frost
      Pages 27-51
  3. Motivation and Compensation

    1. Front Matter
      Pages 53-53
    2. Bruno S. Frey
      Pages 55-88
    3. Iris Bohnet, Felix Oberholzer-Gee
      Pages 119-139
  4. Motivation and Work Organization

    1. Front Matter
      Pages 141-141
    2. Jetta Frost, Margit Osterloh
      Pages 143-170
    3. Antoinette Weibel, Sandra Rota
      Pages 171-189
  5. Case Studies

    1. Front Matter
      Pages 217-217
    2. Ralph Trittmann, Dirk Stelzer, Andreas Hierholzer, Werner Mellis
      Pages 251-273
  6. Conclusion

    1. Front Matter
      Pages 275-275
    2. Margit Osterloh, Bruno S. Frey
      Pages 277-284
  7. Back Matter
    Pages 285-301

About this book


Motivated people are crucial to create a sustainable competitive advantage for your company. Successful Management by Motivation shows that in a knowledge-based society, this goal cannot be achieved by extrinsic motivation alone. Pay for performance often even hurts because it crowds out intrinsic motivation like work morale. To succeed, companies have to find ways of fostering and sustaining intrinsic motivation. With the help of in-depth case studies, representative surveys, and analyses based on a large number of firms and employees, this joint work of business researchers and economists identifies the various aspects of motivation in companies and shows how the right combination of intrinsic and extrinsic motivation can be achieved.


Arbeitsorganisation Extrinsische Motivation Gehalt Gehaltssysteme Motivation Motivationsmanagement Personal Personalwesen business communication development management organization production software

Editors and affiliations

  • Bruno S. Frey
    • 1
  • Margit Osterloh
    • 2
    • 3
  1. 1.Institute for Empirical Research in EconomicsUniversity of ZurichZurichSwitzerland
  2. 2.Institute for Research in Business AdministrationUniversity of ZurichZurichSwitzerland
  3. 3.Swiss Association for Organization and ManagementZurichSwitzerland

Bibliographic information

  • DOI
  • Copyright Information Springer-Verlag Berlin Heidelberg 2002
  • Publisher Name Springer, Berlin, Heidelberg
  • eBook Packages Springer Book Archive
  • Print ISBN 978-3-642-07623-7
  • Online ISBN 978-3-662-10132-2
  • Buy this book on publisher's site
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