Motivating effort: A theoretical synthesis of the self-sufficiency and two-market theories
We conducted two experimental studies to examine the effect of introducing social and monetary incentives on participants’ (1) effort and (2) willingness to participate in a study. We found that extra credit invoked both communal sharing (CS, social reward) and market pricing (MP, monetary reward) s...
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| Published in | British journal of social psychology Vol. 51; no. 4; pp. 709 - 716 |
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| Main Authors | , , |
| Format | Journal Article |
| Language | English |
| Published |
Oxford, UK
Blackwell Publishing Ltd
01.12.2012
British Psychological Society |
| Subjects | |
| Online Access | Get full text |
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| Abstract | We conducted two experimental studies to examine the effect of introducing social and monetary incentives on participants’ (1) effort and (2) willingness to participate in a study. We found that extra credit invoked both communal sharing (CS, social reward) and market pricing (MP, monetary reward) schemas, thus leading to higher willingness to participate and greater effort in an experiment compared to an equivalent cash reward. Consistent with the potential combinational nature of different labour markets proposed by the relational theory, our results suggest that the labour market framework of monetary versus social incentive is not mutually exhaustive of all types of incentive, and the combinational effect created by introducing both labour markets may be the best motivator. |
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| AbstractList | We conducted two experimental studies to examine the effect of introducing social and monetary incentives on participants’ (1) effort and (2) willingness to participate in a study. We found that extra credit invoked both communal sharing (CS, social reward) and market pricing (MP, monetary reward) schemas, thus leading to higher willingness to participate and greater effort in an experiment compared to an equivalent cash reward. Consistent with the potential combinational nature of different labour markets proposed by the relational theory, our results suggest that the labour market framework of monetary versus social incentive is not mutually exhaustive of all types of incentive, and the combinational effect created by introducing both labour markets may be the best motivator. We conducted two experimental studies to examine the effect of introducing social and monetary incentives on participants' (1) effort and (2) willingness to participate in a study. We found that extra credit invoked both communal sharing (CS, social reward) and market pricing (MP, monetary reward) schemas, thus leading to higher willingness to participate and greater effort in an experiment compared to an equivalent cash reward. Consistent with the potential combinational nature of different labour markets proposed by the relational theory, our results suggest that the labour market framework of monetary versus social incentive is not mutually exhaustive of all types of incentive, and the combinational effect created by introducing both labour markets may be the best motivator. Adapted from the source document. Reprinted by permission of the British Psychological Society We conducted two experimental studies to examine the effect of introducing social and monetary incentives on participants' (1) effort and (2) willingness to participate in a study. We found that extra credit invoked both communal sharing (CS, social reward) and market pricing (MP, monetary reward) schemas, thus leading to higher willingness to participate and greater effort in an experiment compared to an equivalent cash reward. Consistent with the potential combinational nature of different labour markets proposed by the relational theory, our results suggest that the labour market framework of monetary versus social incentive is not mutually exhaustive of all types of incentive, and the combinational effect created by introducing both labour markets may be the best motivator. Adapted from the source document. We conducted two experimental studies to examine the effect of introducing social and monetary incentives on participants' (1) effort and (2) willingness to participate in a study. We found that extra credit invoked both communal sharing (CS, social reward) and market pricing (MP, monetary reward) schemas, thus leading to higher willingness to participate and greater effort in an experiment compared to an equivalent cash reward. Consistent with the potential combinational nature of different labour markets proposed by the relational theory, our results suggest that the labour market framework of monetary versus social incentive is not mutually exhaustive of all types of incentive, and the combinational effect created by introducing both labour markets may be the best motivator.We conducted two experimental studies to examine the effect of introducing social and monetary incentives on participants' (1) effort and (2) willingness to participate in a study. We found that extra credit invoked both communal sharing (CS, social reward) and market pricing (MP, monetary reward) schemas, thus leading to higher willingness to participate and greater effort in an experiment compared to an equivalent cash reward. Consistent with the potential combinational nature of different labour markets proposed by the relational theory, our results suggest that the labour market framework of monetary versus social incentive is not mutually exhaustive of all types of incentive, and the combinational effect created by introducing both labour markets may be the best motivator. |
| Author | Bumpus, Matthew F. Hill, Laura G. Yam, Kai Chi |
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| Keywords | Human Participation Motivation Effort Prediction Token reinforcement Behavior |
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| References_xml | – reference: Heyman, J., & Ariely, D. (2004). Effort for payment: A tale of two markets. Psychological Science , 15, 787-793. – reference: Gneezy, U., & Rustichini, A. (2000). Pay enough or don't pay at all. Quarterly Journal of Economics , 115, 791-810. – reference: Kasser, T., & Ryan, R.M. (1993). A dark side of the American dream: Correlates of financial success as a central life aspiration. Journal of Personality and Social Psychology , 65, 410-422. – reference: Podsakoff, P. M., Ahearne, M., & MacKenzie, S. B. (1997). Organizational citizenship behavior and the quantity and quality of work group performance. Journal of Applied Psychology , 82, 262-270. – reference: Fiske, A. P. (1992). The four elementary forms of sociality: Framework for a unified theory of social relations. Psychological Review , 99, 689-723. – reference: Festinger, L., & Carlsmith, J. M. (1959). Cognitive consequences of forced compliance. Journal of Abnormal and Social Psychology , 58, 203-210. – reference: Lepper, M. R., Greene, D., & Nisbett, R. E. (1973). Undermining children's intrinsic interest with extrinsic reward: A test of the "overjustification" hypothesis. Journal of Personality and Social Psychology , 28, 129-137. – reference: Vohs, K. D., Mead, N. L., & Goode, M. R. (2006). The psychological consequences of money. Science , 314, 1154-1156. – reference: Fiske, A.P. (1991). Structures of social life: The four elementary forms of human relations . New York : Free Press. – reference: George, J. M., & Bettenhausen, K. (1990). Understanding prosocial behavior, sales performance, and turnover: A group-level analysis in a service context. Journal of Applied Psychology , 75, 698-709. – reference: Pokorny, K. (2008). Pay-but do not pay too much: An experimental study on the impact of incentives. Journal of Economic Behavior & Organization , 66, 251-264. – reference: Brase, G. L. (2009). How different types of participant payments alter task performance. Judgment and Decision Making , 4, 419-428. – reference: Vohs, K. D., Mead, N. L., & Goode, M. R. (2008). Merely activating the concept of money changes personal and interpersonal behavior. Current Directions in Psychological Science , 17, 208-212. – reference: Weber, M. (1978). Economy and society (G. Roth & C. Wittich, Trans.). Berkeley : University of California Press. – reference: Festinger, D. S., Marlowe, D. B., Dugosh, K. L., Croft, J. R., & Arabia, P. L. (2008). Higher magnitude cash payments improve research follow-up rates without increasing drug use or perceived coercion. Drug and Alcohol Dependence , 96, 128-135. – volume: 4 start-page: 419 year: 2009 end-page: 428 article-title: How different types of participant payments alter task performance publication-title: Judgment and Decision Making – volume: 17 start-page: 208 year: 2008 end-page: 212 article-title: Merely activating the concept of money changes personal and interpersonal behavior publication-title: Current Directions in Psychological Science – volume: 115 start-page: 791 year: 2000 end-page: 810 article-title: Pay enough or don't pay at all publication-title: Quarterly Journal of Economics – start-page: 42 year: 1959 end-page: 46 – volume: 66 start-page: 251 year: 2008 end-page: 264 article-title: Pay—but do not pay too much: An experimental study on the impact of incentives publication-title: Journal of Economic Behavior & Organization – volume: 28 start-page: 129 year: 1973 end-page: 137 article-title: Undermining children's intrinsic interest with extrinsic reward: A test of the “overjustification” hypothesis publication-title: Journal of Personality and Social Psychology – volume: 82 start-page: 262 year: 1997 end-page: 270 article-title: Organizational citizenship behavior and the quantity and quality of work group performance publication-title: Journal of Applied Psychology – volume: 96 start-page: 128 year: 2008 end-page: 135 article-title: Higher magnitude cash payments improve research follow‐up rates without increasing drug use or perceived coercion publication-title: Drug and Alcohol Dependence – volume: 99 start-page: 689 year: 1992 end-page: 723 article-title: The four elementary forms of sociality: Framework for a unified theory of social relations publication-title: Psychological Review – volume: 314 start-page: 1154 year: 2006 end-page: 1156 article-title: The psychological consequences of money publication-title: Science – year: 1991 – volume: 65 start-page: 410 year: 1993 end-page: 422 article-title: A dark side of the American dream: Correlates of financial success as a central life aspiration publication-title: Journal of Personality and Social Psychology – year: 1978 – volume: 75 start-page: 698 year: 1990 end-page: 709 article-title: Understanding prosocial behavior, sales performance, and turnover: A group‐level analysis in a service context publication-title: Journal of Applied Psychology – volume: 15 start-page: 787 year: 2004 end-page: 793 article-title: Effort for payment: A tale of two markets publication-title: Psychological Science – volume: 58 start-page: 203 year: 1959 end-page: 210 article-title: Cognitive consequences of forced compliance publication-title: Journal of Abnormal and Social Psychology – volume-title: Structures of social life: The four elementary forms of human relations year: 1991 ident: e_1_2_7_5_1 – ident: e_1_2_7_3_1 doi: 10.1016/j.drugalcdep.2008.02.007 – ident: e_1_2_7_7_1 doi: 10.1037/0021-9010.75.6.698 – ident: e_1_2_7_13_1 doi: 10.1037/0021-9010.82.2.262 – ident: e_1_2_7_15_1 doi: 10.1126/science.1132491 – volume: 4 start-page: 419 year: 2009 ident: e_1_2_7_2_1 article-title: How different types of participant payments alter task performance publication-title: Judgment and Decision Making doi: 10.1017/S1930297500001248 – start-page: 42 volume-title: Marx and Engels: Basic writings on politics and philosophy year: 1959 ident: e_1_2_7_12_1 – ident: e_1_2_7_6_1 doi: 10.1037/0033-295X.99.4.689 – ident: e_1_2_7_9_1 doi: 10.1111/j.0956-7976.2004.00757.x – ident: e_1_2_7_4_1 doi: 10.1037/h0041593 – ident: e_1_2_7_10_1 doi: 10.1037/0022-3514.65.2.410 – ident: e_1_2_7_11_1 doi: 10.1037/h0035519 – ident: e_1_2_7_14_1 doi: 10.1016/j.jebo.2006.03.007 – ident: e_1_2_7_16_1 doi: 10.1111/j.1467-8721.2008.00576.x – ident: e_1_2_7_8_1 doi: 10.1162/003355300554917 – volume-title: Economy and society year: 1978 ident: e_1_2_7_17_1 |
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| SubjectTerms | Analysis of Variance Attitude Behavior. Attitude Biological and medical sciences Commerce Female Financial incentives Fundamental and applied biological sciences. Psychology Humans Labor Market Labour market Male Market Markets Motivation Pricing Psychology. Psychoanalysis. Psychiatry Psychology. Psychophysiology Reward Social psychology Synthesis |
| Title | Motivating effort: A theoretical synthesis of the self-sufficiency and two-market theories |
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