HE: Yeah, I know what you mean. I spend much more time on e-mail since I got it.
ME: I’m not sure if all these technologies make me more productive, or less.
HE: What kind of work do you do?
Whenever I’m on a plane and start chatting with the people sitting next to me, they often ask or tell me what they do for a living long before we exchange names or other details about our lives. Maybe it’s a phenomenon more common in America than in other places, but I’ve observed that fellow travelers everywhere—at least the ones who make conversation—often discuss what they do for a living before talking about their hobbies, family, or political ideology.
The man sitting next to me told me all about his work as a sales manager for SAP, a large business management software firm that many companies use to run their back-office systems. (I knew something about the technology because my poor, suffering assistant at MIT was forced to use it when the university switched to SAP.) I wasn’t terribly interested in talking about the challenges and benefits of accounting software, but I was taken by my seatmate’s enthusiasm. He seemed to really like his job. I sensed that his work was the core of his identity—more important to him, perhaps, than many other things in his life.
ON AN INTUITIVE level, most of us understand the deep interconnection between identity and labor. Children think of their potential future occupations in terms of what they will be (firemen, teachers, doctors, behavioral economists, or what have you), not about the amount of money they will earn. Among adult Americans, “What do you do?” has become as common a component of an introduction as the anachronistic “How do you do?” once was—suggesting that our jobs are an integral part of our identity, not merely a way to make money in order to keep a roof over our heads and food in our mouths. It seems that many people find pride and meaning in their jobs.
In contrast to this labor-identity connection, the basic economic model of labor generally treats working men and women as rats in a maze: work is assumed to be annoying, and all the rat (person) wants to do is to get to the food with as little effort as possible and to rest on a full belly for the most time possible. But if work also gives us meaning, what does this tell us about why people want to work? And what about the connections among motivation, personal meaning, and productivity?
Sucking the Meaning out of Work
In 2005, I was sitting in my office at MIT, working on yet another review,* when I heard a knock at the door. I looked up and saw a familiar, slightly chubby face belonging to a young man with brown hair and a funny goatee. I was sure I knew him, but I couldn’t place him. I did the proper thing and invited him in. A moment later I realized that he was David, a thoughtful and insightful student who had taken my class a few years earlier. I was delighted to see him.
Once we were settled in with coffee, I asked David what had brought him back to MIT. “I’m here to do some recruiting,” he said. “We’re looking for new blood.” David went on to tell me what he’d been up to since graduating a few years earlier. He’d landed an exciting job in a New York investment bank. He was making a high salary and enjoying fantastic benefits—including having his laundry done—and loved living in the teeming city. He was dating a woman who, from his description, seemed to be a blend of Wonder Woman and Martha Stewart, though admittedly they had been together for only two weeks.
“I also wanted to tell you something,” he said. “A few weeks ago, I had an experience that made me think back to our behavioral economics class.”
He told me that earlier that year he’d spent ten weeks on a presentation for a forthcoming merger. He had worked very hard on analyzing data, making beautiful plots and projections, and he had often stayed in the office past midnight polishing his PowerPoint presentation (what did bankers and consultants do before PowerPoint?). He was delighted with the outcome and happily e-mailed the presentation to his boss, who was going to make the presentation at the all-important merger meeting. (David was too low in the hierarchy to actually attend the meeting.)
His boss e-mailed him back a few hours later: “Sorry, David, but just yesterday we learned that the deal is off. I did look at your presentation, and it is an impressive and fine piece of work. Well done.” David realized that his presentation would never see the light of day but that this was nothing personal. He understood that his work shone, because his boss was not the kind of person who gave undeserved compliments. Yet, despite the commendation, he was distraught with the outcome. The fact that all his effort had served no ultimate purpose created a deep rift between him and his job. All of a sudden he didn’t care as much about the project in which he had invested so many hours. He also found that he didn’t care as much about other projects he was working on either. In fact, this “work to no end” experience seemed to have colored David’s overall approach to his job and his attitude toward the bank. He’d quickly gone from feeling useful and happy in his work to feeling dissatisfied and that his efforts were futile.
“You know what’s strange?” David added. “I worked hard, produced a high-quality presentation, and my boss was clearly happy with me and my work. I am sure that I will get very positive reviews for my efforts on this project and probably a raise at the end of the year. So, from a functional point of view, I should be happy. At the same time, I can’t shake the feeling that my work has no meaning. What if the project I’m working on now gets canceled the day before it’s due and my work is deleted again without ever being used?”
Then he offered me the following thought experiment. “Imagine,” he said in a low, sad voice, “that you work for some company and your task is to create PowerPoint slides. Every time you finish, someone takes the slides you’ve just made and deletes them. As you do this, you get paid well and enjoy great fringe benefits. There is even someone who does your laundry. How happy would you be to work in such a place?”
I felt sorry for David, and in an attempt to comfort him, I told him a story about my friend Devra, who worked as an editor at one of the major university presses. She had recently finished editing a history book—work she had enjoyed doing and for which she had been paid. Three weeks after she submitted the final manuscript to the publishing house, the head editor decided not to print it. As was the case with David, everything was fine from a functional point of view, but the fact that no readers would ever hold the book in their hands made her regret the time and care she had put into editing it. I was hoping to show David that he was not alone. After a minute of silence he said, “You know what? I think there might be a bigger issue around this. Something about useless or unrequited work. You should study it.”
It was a great idea, and in a moment, I’ll tell you what I did with it. But before we do that, let’s take a detour into the worlds of a parrot, a rat, and contrafreeloading.
Will Work for Food
When I was sixteen, I joined the Israeli Civil Guard. I learned to shoot a World War II–era Russian carbine rifle, set up roadblocks, and perform other useful tasks in case the adult men were at war and we youth were left to protect the home front. As it turned out, the main benefit of learning how to shoot was that from time to time it excused me from school. In those years in Israel, every time a high school class went on a trip, a student who knew how to use a rifle was asked to join it as a guard. Since this duty also meant substituting a few days of classes with hiking and enjoying the countryside, I was always willing to volunteer, even if I had to give up an exam for the call of duty.*
On one of these trips I met a girl, and by the end of the trip I had a crush on her. Unfortunately, she was one class behind me in school and our schedules did not coincide, making it difficult for me to see her and learn whether she felt the same about me. So I did what any moderately resourceful teenager would do: I discovered an extracurricular interest of hers and made it mine as well.
About a mile from our town lived a