Buy new:
-22% $17.92
FREE delivery Sunday, May 19 on orders shipped by Amazon over $35
Ships from: Amazon.com
Sold by: Amazon.com
$17.92 with 22 percent savings
List Price: $22.95

The List Price is the suggested retail price of a new product as provided by a manufacturer, supplier, or seller. Except for books, Amazon will display a List Price if the product was purchased by customers on Amazon or offered by other retailers at or above the List Price in at least the past 90 days. List prices may not necessarily reflect the product's prevailing market price.
Learn more
Get Fast, Free Shipping with Amazon Prime FREE Returns
FREE delivery Sunday, May 19 on orders shipped by Amazon over $35
Or fastest delivery Saturday, May 18. Order within 5 hrs 8 mins
In Stock
$$17.92 () Includes selected options. Includes initial monthly payment and selected options. Details
Price
Subtotal
$$17.92
Subtotal
Initial payment breakdown
Shipping cost, delivery date, and order total (including tax) shown at checkout.
Ships from
Amazon.com
Ships from
Amazon.com
Sold by
Amazon.com
Sold by
Amazon.com
Returns
30-day easy returns
30-day easy returns
This item can be returned in its original condition for a full refund or replacement within 30 days of receipt.
Returns
30-day easy returns
This item can be returned in its original condition for a full refund or replacement within 30 days of receipt.
Payment
Secure transaction
Your transaction is secure
We work hard to protect your security and privacy. Our payment security system encrypts your information during transmission. We don’t share your credit card details with third-party sellers, and we don’t sell your information to others. Learn more
Payment
Secure transaction
We work hard to protect your security and privacy. Our payment security system encrypts your information during transmission. We don’t share your credit card details with third-party sellers, and we don’t sell your information to others. Learn more
$13.03
Connecting readers with great books since 1972! Used books may not include companion materials, and may have some shelf wear or limited writing. We ship orders daily and Customer Service is our top priority! Connecting readers with great books since 1972! Used books may not include companion materials, and may have some shelf wear or limited writing. We ship orders daily and Customer Service is our top priority! See less
$3.99 delivery May 21 - 28. Details
Or fastest delivery May 17 - 22. Details
Only 1 left in stock - order soon.
$$17.92 () Includes selected options. Includes initial monthly payment and selected options. Details
Price
Subtotal
$$17.92
Subtotal
Initial payment breakdown
Shipping cost, delivery date, and order total (including tax) shown at checkout.
Access codes and supplements are not guaranteed with used items.
Ships from and sold by HPB-Emerald.
Kindle app logo image

Download the free Kindle app and start reading Kindle books instantly on your smartphone, tablet, or computer - no Kindle device required.

Read instantly on your browser with Kindle for Web.

Using your mobile phone camera - scan the code below and download the Kindle app.

QR code to download the Kindle App

Something went wrong. Please try your request again later.

Why Motivating People Doesn't Work...and What Does, Second Edition: More Breakthroughs for Leading, Energizing, and Engaging Paperback – May 16, 2023

4.7 4.7 out of 5 stars 53 ratings

Great on Kindle
Great Experience. Great Value.
iphone with kindle app
Putting our best book forward
Each Great on Kindle book offers a great reading experience, at a better value than print to keep your wallet happy.

Explore your book, then jump right back to where you left off with Page Flip.

View high quality images that let you zoom in to take a closer look.

Enjoy features only possible in digital – start reading right away, carry your library with you, adjust the font, create shareable notes and highlights, and more.

Discover additional details about the events, people, and places in your book, with Wikipedia integration.

Get the free Kindle app: Link to the kindle app page Link to the kindle app page
Enjoy a great reading experience when you buy the Kindle edition of this book. Learn more about Great on Kindle, available in select categories.
{"desktop_buybox_group_1":[{"displayPrice":"$17.92","priceAmount":17.92,"currencySymbol":"$","integerValue":"17","decimalSeparator":".","fractionalValue":"92","symbolPosition":"left","hasSpace":false,"showFractionalPartIfEmpty":true,"offerListingId":"0zpnhnP1WfG1NZggcI9h8pdx9lo3E0GNf2QdFO1oJakKxGnvOpVAkUPxTPmOAkZ0RDikeBiEXBxQZDZIXYybkRXSVUIxAhuumRy5gk3KBtYS4wg5%2BTWX%2FE3MkjXc%2FZEJQ9aiCrSc8%2BtnvIlYpmgohQ%3D%3D","locale":"en-US","buyingOptionType":"NEW","aapiBuyingOptionIndex":0}, {"displayPrice":"$13.03","priceAmount":13.03,"currencySymbol":"$","integerValue":"13","decimalSeparator":".","fractionalValue":"03","symbolPosition":"left","hasSpace":false,"showFractionalPartIfEmpty":true,"offerListingId":"0zpnhnP1WfG1NZggcI9h8pdx9lo3E0GNkWDbKBL4TlEms5AzOzPwFVnLW9T5%2BHjAgbjZ4tj%2BEeYfL3ETWr5ryNLqDDtatJQe3vIjExA%2Fb0YqWcQF6FZ7ZEf8625Dcdfrt9CmvFsMnVWYzHTKxduYdIlHtUka8%2B%2Fk0gyrMWC0%2F5r4t54TwYiFrRDUI3CNQiTb","locale":"en-US","buyingOptionType":"USED","aapiBuyingOptionIndex":1}]}

Purchase options and add-ons

"Leaders who want to amp up employee morale should take a look.”Publishers Weekly

What if the answer to motivating people is to stop trying to motivate them?

The second edition of this bestseller reveals how motivation science is essential for solving the most vexing leadership issues—from hybrid work and retention to employee engagement.


Leaders face a motivation dilemma. Traditional command-and-control management styles and carrot-and-stick motivation techniques have been proven ineffective.

Motivation researcher and leadership consultant Susan Fowler expands on her groundbreaking Spectrum of Motivation model in this updated post-pandemic edition. New chapters tackle motivation science’s role in managing remote and hybrid work; expose overused tactics, such as gamification and tokens; and tell the fascinating backstory behind the great resignation and quiet quitting.

Fowler’s approach to leadership is fresh, pragmatic, and inspiring. But it’s also empirically sound. Her framework builds on Self-Determination Theory, equipping leaders with skills to encourage choice, deepen connection, and build competence. Leaders who mastered this method have experienced breakthroughs with higher retention, lower turnover, greater acceptance of DEIJ initiatives, and a more vital, creative, and resilient workforce.

Through her experiences working with organizations and leaders around the world, Fowler reminds us that motivation is at the heart of everything people do and everything they don’t do but wish they did. When managers integrate motivation science into their everyday leadership practice, an evolutionary truth emerges: people can be highly productive and flourish simultaneously.
Read more Read less

The Amazon Book Review
The Amazon Book Review
Book recommendations, author interviews, editors' picks, and more. Read it now.

Frequently bought together

$17.92
Get it as soon as Sunday, May 19
In Stock
Ships from and sold by Amazon.com.
+
$10.39
Get it as soon as Sunday, May 19
In Stock
Ships from and sold by Amazon.com.
+
$12.99
Get it as soon as Monday, May 20
In Stock
Ships from and sold by Amazon.com.
Total price:
To see our price, add these items to your cart.
Details
Added to Cart
Choose items to buy together.

From the Publisher

header

image 1

image 2

image 3

Editorial Reviews

Review

“Fowler (Master Your Motivation), a professor in executive leadership at the University of San Diego, considers ways to motivate others in this informative outing. Countering ‘carrot-and-stick’ incentivizing techniques, Fowler argues that overreliance on external rewards such as bonuses undermines the ‘energy... [and] sense of positive well-being’ that people need to achieve goals. These methods fail, she argues, because they take an oversimplified view of motivation. In her ‘Spectrum of Motivation’ model, Fowler outlines optimal and suboptimal types, from external motivation (for example, an employee who’s driven by a desire to show off status in a meeting—the equivalent of ‘motivational junk food’) to integrated motivation (an employee who links their performance to an internal value, which is psychologically sustainable). To instill a sense of internal motivation in workers, Fowler suggests business leaders foster environments that encourage autonomy and feelings of professional competence, which can promote sustained effort. While this may prove challenging in hybrid business environments, the author suggests leaders allow work from home flexibility within reasonable limits and make a point of keeping open lines of communication with team members. Fowler bases her advice in thorough research, and her insights into the motivational challenges of 21st-century workplaces are especially salient. Leaders who want to amp up employee morale should take a look.” (May)
Publishers Weekly

“We know motivating people doesn’t work, but we’ve figured out what does. I’ve witnessed firsthand how Susan’s work, captured in this book, teaches you how to create a space where your tribe members will flourish.”
—Garry Ridge, Chairman Emeritus, WD-40 Company

“You make a difference as a leader. What kind of difference will you make? If you put the ideas from this book into action, you will have a better chance of being a servant leader rather than a self-serving one.”
—Ken Blanchard, Amazon Hall of Fame author

“No one wants to be bored or disengaged. Fowler provides a groundbreaking approach for reframing traditional motivation into cutting-edge leadership.”
—Marshall Goldsmith, author of the New York Times and global bestseller The Earned Life

“Think of this book as Daniel Pink's Drive for trainers.”
—TD Magazine

“Richly rewarding book…a romp across the ins and outs of motivation.”
—People Management

“I encourage leaders to read this book—but with a warning. They may get more than they expect. I learned as much about my own motivation as I did about the motivation of those I lead.”
M. Paula Daoust, PhD, Director, Blue Cross and Blue Shield of Kansas

“Susan’s book is provocative and pragmatic at the same time. She has successfully tapped into a longing I have had as a leader; how can I help people do what I think they naturally want to do—grow, develop, and fulfill their potential? Susan’s propositions are surefire and easy to put to action”
Dr. Santrupt B Misra, CEO, Carbon Black Business and Director, Group H.R., Aditya Birla Group

About the Author

Susan Fowler is the founder and CEO of Mojo Moments, a company dedicated to building psychological capacity in leaders at all levels. The Mojo Moments channel partner network spans the globe to deliver empirically sound and innovative learning experiences. Fowler has more than forty years of experience in leadership and motivation as a researcher, consultant, and keynote speaker in over forty countries worldwide. She is the creator and lead developer of The Ken Blanchard Company’s Self Leadership curriculum. She teaches executive leadership at the University of San Diego, and she is the author or coauthor of eight books, including the bestseller translated into fourteen languages Why Motivating People Doesn’t Work . . . and What Does, Master Your Motivation, and with Ken Blanchard, the bestselling Self Leadership and The One Minute Manager.

Product details

  • Publisher ‏ : ‎ Berrett-Koehler Publishers; 2nd edition (May 16, 2023)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 240 pages
  • ISBN-10 ‏ : ‎ 1523004126
  • ISBN-13 ‏ : ‎ 978-1523004126
  • Item Weight ‏ : ‎ 9.8 ounces
  • Dimensions ‏ : ‎ 5.52 x 0.73 x 8.5 inches
  • Customer Reviews:
    4.7 4.7 out of 5 stars 53 ratings

About the author

Follow authors to get new release updates, plus improved recommendations.
Susan Fowler
Brief content visible, double tap to read full content.
Full content visible, double tap to read brief content.

Susan Fowler is the founder and CEO of Mojo Moments, an international organization represented by channel partners and strategic alliances who recognize that motivation is at the heart of everything people do—and everything they don’t do but wish they did.

Susan is on a quest to help leaders at all levels flourish as they succeed. Widely known as one of the foremost experts on motivation, leadership, and personal empowerment, she gained her knowledge through extensive experience in business, advertising, sales, production, marketing, executive and lifestyle coaching, and leadership training in all fifty states and over forty foreign countries. Susan has worked with clients as diverse as AkzoNobel, Apple, Bayer, Bloomberg, Google, Harley-Davidson, Inspire Software, Merrill Lynch, Moody’s, National Basketball Association, Pfizer, TJ Maxx, and Wavetronix.

The first edition of Why Motivating People Doesn’t Work . . . and What Does became a bestseller translated into fourteen languages. Susan’s Master Your Motivation is a companion book teaching individuals the skill of motivation. She is the lead developer of the Ken Blanchard Companies’ Self Leadership program and coauthor of three books with Ken Blanchard: Self Leadership and the One Minute Manager, Leading at a Higher Level, and Empowerment. Susan has produced the audio programs Overcoming Procrastination and Mentoring and coauthored Achieve Leadership Genius with Drea Zigarmi. She was awarded the Lifetime Achievement Award for instructional design by the North American Simulation and Gaming Association.

Susan lives with her husband, Drea Zigarmi, in San Diego. Communicate with her at Susan.Fowler@MojoMoments.com and MojoMoments.com.

Customer reviews

4.7 out of 5 stars
4.7 out of 5
53 global ratings
Beyond 'IF' to 'WHY" = Optimal Motivation
5 Stars
Beyond 'IF' to 'WHY" = Optimal Motivation
Ten years ago, I was introduced to the Optimal Motivation framework (ARC), and since then, I've been applying its invaluable lessons from the book's first edition every single day... In today's fast-paced environment, relying solely on willpower is insufficient to consistently achieve our goals. So, what other options should we explore? How can we gather the necessary motivation, especially during times when we aren't functioning at our best mentally or emotionally? In this second edition, Susan guides us through the significance of three psychological needs that lead to questions we can ask ourselves every day:Choice:1. What meaningful choices did I make today?2. What happened today that gave me a sense of meaning and purpose?Connection:1. What did I do today that I felt contributed to the greater good?2. What actions did I take today that contributed to the welfare of others?Competence:1. What did I learn today that is bringing me closer to my goals?2. What choices did I make today that helped me learn?These three elements form a continuum that is essential for thriving in both our professional and personal lives. Once again, Susan does an exceptional job of unpacking how motivation, as a form of energy, depends more on its quality than its quantity.If you're seeking practical advice on how to consistently boost your motivation in alignment with your core values and sense of purpose, this book is tailor-made for you. You'll discover that motivation is a skill that can be cultivated by consciously striving to enhance the choices we have, the connections we make, and the competence we achieve in our pursuit of optimal motivation.
Thank you for your feedback
Sorry, there was an error
Sorry we couldn't load the review

Top reviews from the United States

Reviewed in the United States on May 19, 2023
Ten years ago, I was introduced to the Optimal Motivation framework (ARC), and since then, I've been applying its invaluable lessons from the book's first edition every single day... In today's fast-paced environment, relying solely on willpower is insufficient to consistently achieve our goals. So, what other options should we explore? How can we gather the necessary motivation, especially during times when we aren't functioning at our best mentally or emotionally? In this second edition, Susan guides us through the significance of three psychological needs that lead to questions we can ask ourselves every day:

Choice:
1. What meaningful choices did I make today?
2. What happened today that gave me a sense of meaning and purpose?

Connection:
1. What did I do today that I felt contributed to the greater good?
2. What actions did I take today that contributed to the welfare of others?

Competence:
1. What did I learn today that is bringing me closer to my goals?
2. What choices did I make today that helped me learn?

These three elements form a continuum that is essential for thriving in both our professional and personal lives. Once again, Susan does an exceptional job of unpacking how motivation, as a form of energy, depends more on its quality than its quantity.

If you're seeking practical advice on how to consistently boost your motivation in alignment with your core values and sense of purpose, this book is tailor-made for you. You'll discover that motivation is a skill that can be cultivated by consciously striving to enhance the choices we have, the connections we make, and the competence we achieve in our pursuit of optimal motivation.
Customer image
5.0 out of 5 stars Beyond 'IF' to 'WHY" = Optimal Motivation
Reviewed in the United States on May 19, 2023
Ten years ago, I was introduced to the Optimal Motivation framework (ARC), and since then, I've been applying its invaluable lessons from the book's first edition every single day... In today's fast-paced environment, relying solely on willpower is insufficient to consistently achieve our goals. So, what other options should we explore? How can we gather the necessary motivation, especially during times when we aren't functioning at our best mentally or emotionally? In this second edition, Susan guides us through the significance of three psychological needs that lead to questions we can ask ourselves every day:

Choice:
1. What meaningful choices did I make today?
2. What happened today that gave me a sense of meaning and purpose?

Connection:
1. What did I do today that I felt contributed to the greater good?
2. What actions did I take today that contributed to the welfare of others?

Competence:
1. What did I learn today that is bringing me closer to my goals?
2. What choices did I make today that helped me learn?

These three elements form a continuum that is essential for thriving in both our professional and personal lives. Once again, Susan does an exceptional job of unpacking how motivation, as a form of energy, depends more on its quality than its quantity.

If you're seeking practical advice on how to consistently boost your motivation in alignment with your core values and sense of purpose, this book is tailor-made for you. You'll discover that motivation is a skill that can be cultivated by consciously striving to enhance the choices we have, the connections we make, and the competence we achieve in our pursuit of optimal motivation.
Images in this review
Customer image
Customer image
4 people found this helpful
Report
Reviewed in the United States on February 29, 2024
I will have to read the print or ebook version to better appreciate the content. The narrator's (and author) intonation and vocal style became hard for me to tolerate...came across (to me) as robotic and forced "soft and positive" (as ironic as that statement sounds as I write it). Simply did not connect with it.

Otherwise interesting perspective and thoughtful ideas, well developed and communicated (in the written form).
Reviewed in the United States on May 25, 2023
I was fortunate to read the first edition of Why Motivating People Doesn’t Work… and What Does by Susan Fowler. She turned what I thought about motivation upside down. She takes the stance that leaders don’t need to motivate people because people are already motivated. Leaders have the responsibility to lift people up and motivate them in a manner that person responds to. Gratitude motivates far more than praise as does informational feedback. In short, we need to understand why people are motivated and build on it. As leaders we must commit to influencing the work environment so people can pull their own motivation out to enhance personal and team performance.

This second addition does not disappoint. Susan speaks to motivating in our post pandemic world addressing nuances like remote work, hybrid work environments along with leadership stories to pique interest and encourage leaders to think out of the box. She addresses the “great resignation” and “quiet quitting” trends. Moreover, she offers success stories from her Self-Determination Theory and the Spectrum of Motivation Model.

As a passionate leader who thrives on motivating people for their own growth as well as the team, I love the new tools and strategies Susan offers in this edition. She continues to challenge established ideas and tactics that have been overused to motivate with new ideas that fit our changing work culture.
2 people found this helpful
Report
Reviewed in the United States on July 6, 2023
We have been understanding motivation all wrong. Susan Fowler explains that the old paradigms of motivation such as promotions, an increase in pay, etc. are not the best ways to motivate employees. Fowler explains that motivation needs to be looked at through the lens of three basic psychological needs: choice, competence and connection. I truly wished that my old job had read this book because it made so much sense as to why I was miserable and it was because one of these three needs was not met. Fowler further explains that as leaders you need to reframe your way of thinking about motivation because people are already motivated, but companies need to address these three needs in order to create an optimal environment for motivation. Companies have a lot of work to do and I hope more leaders will read this book to start putting these ideas to practice.
5 people found this helpful
Report
Reviewed in the United States on May 16, 2023
Why Motivating People Doesn't Work and What Does by Susan Fowler explores the simple premise that motivation doesn't work because people are already motivated. It explores the concept rigorously and in practical detail. The author challenges the outdated motivation styles and brings up an interesting perspective. The second edition is a significant rewrite that I felt made the book even better. It introduces new terms and success stories. It also includes a refinement of language and processes and updates based on learnings about motivation gained during the COVID-19 pandemic years. The principles shared include how to become satisfied and enthusiastic about your work, how to guide others toward powerful new understandings and enthusiasm and how to stop using tactics to motivate that result in long term negative outcomes for individuals, teams and companies. It’s definitely a must read book for those whose trying to understand the underlying forces of motivation. The reader will learn how to deepen your leadership by treating motivation as a skill and creating a conducive environment for people to gain autonomy, competence and relatedness for themselves. The book is insightful and will turn you into a motivation powerhouse.
One person found this helpful
Report
Reviewed in the United States on January 25, 2024
This book seeks to reinvent how leaders view motivational efforts with their teams. “Most leaders are stuck with systems that promote driving over thriving.” There are some excellent explorations of a more nuanced and contemporary approach to helping your team excel. 👍🏼
One person found this helpful
Report

Top reviews from other countries

tonymoo
5.0 out of 5 stars Stop even TRYING to motivate people and apply some real science
Reviewed in the United Kingdom on May 25, 2023
I bought the first edition of Susan Fowler's book well over 5 or 6 years ago. I found it groundbreaking, challenging, science and research based but moreso than that, a practical toolkit for managers who feel it's their job to plug in motivation into their team members.
I recently nought the revised second edition, having watched Susan and Garry Ridge on a recent webinar.
The book has been updated and provides sensible advice on leading in a hybrid world and more recent and relevant examples which brings the science to life.
When you realise motivation is a skill and that leaders can encourage this skill through the questions they ask and support they give, it creates a mind shift.
As a leader and coach I fall back on Susan's deep subject matter knowledge and skills every day.
Her style is research based, challenging, approachable and relatable and I recommend this book to anyone who wants to create psychological safety in their teams and encourage commitment to go the extra mile.
Extraordinary book