TYPE I AND TYPE X The Motivation 2.0 operating system depended on, and fostered, what I call Type X behavior. Type X behavior is fueled more by extrinsic desires than intrinsic ones. It concerns itself less with the inherent satisfaction of an activity and more with the external rewards to which that activity leads. The Motivation 3.0 operating system—the upgrade that’s needed to meet the new realities of how we organize, think about, and do what we do—depends on what I call Type I behavior. Type I behavior is fueled more by intrinsic desires than extrinsic ones. It concerns itself less with the external rewards to which an activity leads and more with the inherent satisfaction of the activity itself. At the center of Type X behavior is the second drive. At the center of Type I behavior is the third drive. If we want to strengthen our organizations, get beyond our decade of underachievement, and address the inchoate sense that something’s gone wrong in our businesses, our lives, and our world, we need to move from Type X to Type II use these two letters largely to signify extrinsic and intrinsic but also to pay homage to Douglas McGregor.) To be sure, reducing human behavior to two categories sacrifices a certain amount of nuance. And nobody exhibits purely Type Xor Type I behavior every waking minute of every living day without exception. But we do have certain, often very clear, dispositions. You probably know what I mean. Think about yourself. Does what energizes you—what gets you up in the morning and propels you through the day— come from the inside or from the outside What about your spouse, your partner, or your children How about the men and women around you at work If you’re like most people I’ve talked to, you instantly have a sense into which category someone belongs. e I don’t mean to say that Type X people always neglect the inherent enjoyment of what they door that Type I people resist outside goodies of any kind. But for Type X’s, the main motivator is external rewards any deeper satisfaction is welcome, but secondary. For Type Is, the main motivator is the freedom, challenge, and purpose of the undertaking itself any other gains are welcome, but mainly as a bonus. A few more distinctions to keep in mind before we go further:
