Our series of book recommendations to empower talent and fuel brands.

Why Perpetual recommends it
Daniel Pink’s Drive challenges one of the most deeply embedded assumptions in management: that carrots and sticks are the best way to motivate people. Drawing on decades of behavioural science, Pink argues that extrinsic rewards work well for simple, mechanical tasks, but actually undermine performance and creativity on the complex, cognitive work that makes up most modern knowledge work.
In their place, Pink offers a model built on autonomy, mastery and purpose. People are most motivated when they have real control over how they work, a genuine path to getting better at something that matters to them, and a connection to a purpose bigger than the task itself. He’s particularly persuasive on how well-intentioned bonus structures can quietly narrow people’s thinking exactly when creativity is needed most.
Pink also popularised the idea of turning play into work by over-rewarding it, a caution that’s especially relevant for creative or knowledge-based teams, where the wrong incentive can convert an intrinsically enjoyable challenge into a transactional chore almost overnight.
We bring this book into almost every conversation about incentive design, because so many well-meaning reward structures end up quietly working against the exact behaviour leaders are trying to encourage.
- Extrinsic rewards can undermine performance on complex, creative work
- Autonomy, mastery and purpose drive motivation more reliably than carrots and sticks
- Over-rewarding intrinsically enjoyable work can turn it into a chore
- The right incentive design depends heavily on the type of work being done
A useful test for any incentive structure is asking whether it’s narrowing people’s thinking toward the metric, or genuinely supporting their autonomy, mastery and sense of purpose.
We give this book four out of five stars.