Are your people smart or do they work hard?

Lots of useful ideas in Roger Dooley’s Neuromarketing blog on how to use the workings of our brain to enhance our marketing persuasiveness.  Most of the ideas are also translatable into the management context.  E.g. a reference to the research of one of my favourite educators – Carol Dweck – on praise, can be translated from the parental and teacher situation into performance praise.

According to the research, we should expect that managers who praise staff for the effort they put into getting results rather than praising them for their natural intelligence will find their staff tend to engage in more efforts to improve, whereas employees who are told that they are smart have no incentive to work to improve.

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