THE HORSEPOWER SYSTEM
The Horsepower SystemTM is a simple, monthly, online survey that puts employee motivation front-and-center on the management dashboard, precisely where it belongs. If you can get motivational horsepower to go up, lots of good things go up with it!
|Are decisions really 80% emotional?|
As some of you know, I'm a graduate of the University of Chicago, a very rational place where, according to legend, "Fun goes to die." I expect to be tarred and feathered at the next U of C management conference for this provocative and contrarian post.
Advertisers, like Kevin Roberts, CEO of Saatchi and Saatchi, claim that the buying decision is 80% emotional and 20% rational. According to Roberts, "Reason leads to conclusions. Emotion leads to action." What about other decisions, like the decision on the part of our employees to work hard? Is this also 80% emotional? What is going on here? If emotions are so important in decision making, why was the word never uttered in any of my econ classes?