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Hidden benefits of reward : a field experiment on motivation and monetary incentives

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2015

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Kvaløy, Ola
Nieken, Petra

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https://doi.org/10.1016/j.euroecorev.2015.03.003
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European Economic Review. 2015, 76, pp. 188-199. ISSN 0014-2921. eISSN 1873-572X. Available under: doi: 10.1016/j.euroecorev.2015.03.003

Zusammenfassung

We conducted a field experiment in a controlled work environment to investigate the effect of motivational talk and its interaction with monetary incentives. We find that motivational talk improves performance only when accompanied by performance pay. Moreover, performance pay reduces performance unless it is accompanied by motivational talk. These effects also carry over to the quality of work. Performance pay alone leads to more mistakes. Adding motivational talk makes the difference. In treatments with performance pay, motivational talk increases output by about 20 percent and reduces the ratio of mistakes by more than 40 percent.

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ISO 690KVALØY, Ola, Petra NIEKEN, Anja SCHÖTTNER, 2015. Hidden benefits of reward : a field experiment on motivation and monetary incentives. In: European Economic Review. 2015, 76, pp. 188-199. ISSN 0014-2921. eISSN 1873-572X. Available under: doi: 10.1016/j.euroecorev.2015.03.003
BibTex
@article{Kvaly2015-05Hidde-32701,
  year={2015},
  doi={10.1016/j.euroecorev.2015.03.003},
  title={Hidden benefits of reward : a field experiment on motivation and monetary incentives},
  volume={76},
  issn={0014-2921},
  journal={European Economic Review},
  pages={188--199},
  author={Kvaløy, Ola and Nieken, Petra and Schöttner, Anja}
}
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