111.
[Main Idea] What should the managers do if they want employees to share more information among each other? ENI's research proved that incentive is helpful, but IBM's example shows that deterrence is also required.
[Structure]
P1: Raise the question: Why do managers encourage competition among employees while wishing more info be shared?
ENI's research: 71 employees at 3 firms; compensation structures & attitudes toward info-sharing; revenues & e-mail activity.
P2: ENI found: individual--least; team--more; company--most.
P3: Demonstration of 2 offices.
P4: But why most companies still reward individual winers?
P5: G changed IBM's compensation to be more team-based by punishing the person who refused to share, and that led to a huge growth.
P6: Conclusion: ENI's research proved that it needs incentives. But IBM's example shows that encouragement and punishment are both crucial.