Andy Pearson: Using Emotion To Make Money

I really enjoyed the discussion Simmy and Fouro had about Opera (below) but I didn't have a clue who Andy Pearson was. So, for others in the same boat, I've posted a few bits of the info Fouro linked.

Pearson was an aggressive, macho son-of-a-bitch who wrote stuff like "Muscle-Build the Organization" and "Tough-Minded Ways to Get Innovative". Then he joined Tricon and had the opportunity to see his new mentor, CEO David Novak, in action.

Novak had established a culture that gave the common worker the kind of recognition and approval he craved and this triggered an emotional commitment to do good work.

Pearson saw employees weep with gratitude in reaction to a few words of simple praise. And, though he would have dismissed that kind of mawkish display as sentimental rubbish before, he now saw that it could be used to give a company a competitive edge.

The trick is that enthusiasm can't be imposed from above. If you're going to use the need for recognition and approval to get ahead, you have to cater to them. (Sychophants and romeos have known this for a very long time).

So, now Pearson knows what great leaders do. They find a balance between ends and means. They're shrewd and rigourous and results-oriented but they remember something Mr Bonaparte said: "Give me enough cloth (for medals and ribbons) and I will conquer the world.”

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