![]() ![]() Specifically, they were told to sell at least eight accounts to every customer, compared with an average of three accounts 10 years earlier. “In cases where the goal of an incentive is to encourage a particular behavior, agencies should ensure the incentive is salient to individuals.”Īs early as 2010, Wells Fargo imposed extremely aggressive sales goals on its employees. Repeated reminders of terrifying incentives What would it mean to apply these behavioral insights to the Wells Fargo situation? Here, I draw from White House guidance on how to implement lessons from behavioral science into government policy to identify situational factors that contributed to the fraud. Although many honest Wells Fargo employees realized that opening fake accounts was wrong and refused to do so, it is also the case that other employees who considered themselves honest participated in the fraud. This makes cheating more likely to happen in some situations than others. ![]() Behavior is often a function of the situation in which you make the decision, even factors you barely notice. Social science research suggests that ethical behavior is not about who you are or the values you hold. Robert Galbraith/Reuters Situational cheating A cable car passes the Wells Fargo Bank headquarters in San Francisco. ![]()
0 Comments
Leave a Reply. |
AuthorWrite something about yourself. No need to be fancy, just an overview. ArchivesCategories |