The Magic of the Personal Touch: Field Experimental Evidence on Money and Appreciation as Gifts

Christiane Bradler and Susanne Neckermann

Scandinavian Journal of Economics, 2019, vol. 121, issue 3, 1189-1221

Abstract: In this paper, we use two field experiments in professional settings to explore the effort levels of individuals in response to gifts. We extend the literature by looking at non‐financial gifts that signal worker appreciation and gifts that combine financial and non‐financial elements with or without a personal touch. We find that while money and appreciation are individually effective, these only work well together when they are combined with a personal touch. This suggests that responses to gifts are sensitive to the presentation of the gift as well as to interpersonal elements; these are factors that have so far been largely ignored in the literature but are easy to incorporate into existing principal–agent models.

Date: 2019
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