It's not that people don't respond to financial incentives. They clearly do. When you pay salespeople commissions based on their sales, for instance, they will always sell more than when you simply pay them a flat salary. The same goes for an individual crafts person who gets paid on a per piece basis。

　　这并不是说人们对财务激励无动于衷。他们显然会对财务激励做出反应。例如，当你根据销售人员的销售额向他们支付提成时，他们的销售额总是比你只付给他们固 定工资时多。同样的道理也适用于按件计酬的单个手工业者。

　　The Journal's Jon Auerbach captured the kind of supercharged environment that pay incentives can create in a profile of a salesman for EMC Corp. named John Chatwin in 1998. At the time, the company paid salespeople about 65% of their total pay in commissions, and put no cap on the commissions they could earn。

　　《华尔街日报》记者奥尔巴克(Jon Auerbach)在一篇报道中通过1998年易安信公司(EMC Corp)中一位叫查特温(John Chatwin)的推销员的经历，揭示了薪酬激励可能带来的激励环境。当时，易安信公司对销售人员支付的薪酬总额中，约65%是提成，而且对销售人员能拿 到的提成不设上限。

　　The story begins with Chatwin, an ex college hockey player, fearing he won't make his sales target for the quarter. To ensure that doesn't happen, he shifts into overdrive, calling clients while ferrying relatives to his son's christening, and breaking away from a family barbecue to contact a customer about a deal. 'I may not be brilliant,' Chatwin told Auerbach, 'but I'm hungry, I'm scrappy.'

　　这个故事就从曾是大学曲棍球队队员的查特温说起，他总担心自己达不到当季的销售目标。为了确保不发生这种情况，他开始拼命工作，在接亲戚参加他儿子的受洗 仪式时还在给客户打电话，还在一次家庭烤肉聚餐时中途离开去和客户谈生意。“我可能并不聪明”，查特温告诉奥尔巴克，“但是我心怀渴望，我斗志旺盛。”