by Robin Landry

Created on: August 24, 2008   Last Updated: October 30, 2011

Thanks to the influence of my seventeen year old son I have acquired a working vocabulary of the hip-hop world where wealth and the gaudy display of "bling" or "ice" (i.e. flashy or elaborate jewelry or accessories, according to Wikipedia) are an inherent part of the culture. But what about mainstream corporate America? Is it really "all about the Benjamins" here as well? In other words, does money alone serve as the biggest motivator or predictor of employee productivity and success? In short, do employees work harder simply because we increase their pay?

After a nearly twenty-five year career with a large insurance company whose massive employee group is one of the most highly paid in the industry I would have to say that I do not believe that people necessarily work harder just because their pay is increased. Even worse, there are several studies which seem to suggest an exactly opposite effect in that higher salaries may actually serve to lessen motivation among employees because of either a heightened sense of entitlement or a tendency to work toward the reward measurement instead of striving for true quality.

Human beings work for a variety of reasons. While salary is one important consideration it is certainly not the only one. There are some jobs that I would never want to do, no matter how well paid they might be. And while I have been fortunate in the fact that I have never had a job that was truly awful, I have definitely enjoyed some positions more than others. Pay increases in positions where I felt bored, unfulfilled or disrespected might have delayed my departure but probably would not have motivated me to work harder or remain in those positions indefinitely.

Money is only a single factor when it comes to the world of work. The desire for personal fulfillment, the need for intellectual stimulation, love of the work itself and the desire to socialize with others are just a few of the driving forces for individuals in the working world.

The rewards that human beings seek as a result of their work can be separated into two types: intrinsic and extrinsic rewards. Intrinsic rewards are factors like personal fulfillment, love of the work itself, increased self-esteem, or a personal sense of accomplishment. Intrinsic rewards are generally long lasting and people will work harder to attain them.

Extrinsic rewards, on the other hand, are more fleeting. Money, promotions or an office with a window might motivate someone toward improved performance in

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