the surprise

Commitment is driven by

giving

not receiving

The Surprise

“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.”

Gratitude

“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.”

Pride

Engaging Employees in Giving

1. Screen out takers

2. Find the right source

3. Highlight the right reasons

4. Create optimal distinctiveness

1. Spotting a Taker

Which CEO is a Taker?

Lekking and Leaking

Signs of a Taker

2. Finding the Right Source

Fundraising Caller Performance

$2,0002 weeks before

intervention2 weeks afterintervention

Control

Leader #1

Dolla

rs R

aise

d

$6,000

$10,000

Leader #2Control

Outsourcing Inspiration

Recruiting by beneficiaries of the cause

or

employees who benefited from the experience

3. Highlighting the Right Reasons

• Prosocial

• Developmental

• Belonging

• Career

• Self-enhancement

• Self-protection

Reasons for Giving

“Giving makes us feel good”

“Giving is our chance to make

a difference”

Donation Rates

• Comparative analysis andargument dilution

• Persuasion knowledge andpsychological reactance

• Great expectations and harsh reality

Why Mixed Reasons Backfire

4. Creating Optimal Distinctiveness

www.giveandtake.com

@AdamMGrant

ProfAdamGrant

adam@giveandtake.com