The indirect effect of monetary incentives on deception

Janna Ter Meer
Additional contact information
Janna Ter Meer: University of Cologne

No 05-04, Cologne Graduate School Working Paper Series from Cologne Graduate School in Management, Economics and Social Sciences

Abstract: This paper investigates whether working under competitive or cooperative incentives affects deception in a subsequent, unrelated task. I use a laboratory study with two stages. First, participants work under a piece rate, tournament or team incentive in a real effort task. The second part consists of a sender-receiver game where the sender can gain financially at the expense of the receiver by sending a deceptive message. I find that senders who worked under tournament incentives are less honest than those who worked under a piece rate. I find no increase in honesty for those who performed under team incentives relative to the piece rate. Interestingly, this only holds when participants are not informed about their relative performance during the work task. When such feedback is provided I find that relative performance affects honesty across all incentive conditions. In particular, honesty decreases as relative performance differences become small.

JEL-codes: C92 D02 D03 M52 (search for similar items in EconPapers)
Date: 2014-07-07
New Economics Papers: this item is included in nep-cbe, nep-cdm, nep-cta, nep-exp and nep-hrm
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (4)

Downloads: (external link)
http://www.cgs.uni-koeln.de/fileadmin/wiso_fak/cgs ... aper/cgswp_05-04.pdf (application/pdf)
Our link check indicates that this URL is bad, the error code is: 404 Not Found (http://www.cgs.uni-koeln.de/fileadmin/wiso_fak/cgs/pdf/working_paper/cgswp_05-04.pdf [301 Moved Permanently]--> https://www.cgs.uni-koeln.de/fileadmin/wiso_fak/cgs/pdf/working_paper/cgswp_05-04.pdf [301 Moved Permanently]--> https://cgs.uni-koeln.de/fileadmin/wiso_fak/cgs/pdf/working_paper/cgswp_05-04.pdf [301 Moved Permanently]--> https://cgs.uni-koeln.de/de/fileadmin/wiso_fak/cgs/pdf/working_paper/cgswp_05-04.pdf [301 Moved Permanently]--> https://cgs.uni-koeln.de/en/fileadmin/wiso_fak/cgs/pdf/working_paper/cgswp_05-04.pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:cgr:cgsser:05-04

Access Statistics for this paper

More papers in Cologne Graduate School Working Paper Series from Cologne Graduate School in Management, Economics and Social Sciences Contact information at EDIRC.
Bibliographic data for series maintained by David Kusterer ( this e-mail address is bad, please contact ).