Incentives to Persevere

Elif Incekara-Hafalir (), Grace Lee, Audrey Kim Lan Siah and Erte Xiao
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Elif Incekara-Hafalir: Economics Discipline Group, UTS Business School, University of Technology Sydney, Ultimo New South Wales 2045, Australia

Management Science, 2023, vol. 69, issue 9, 5378-5393

Abstract: Achieving success often requires persistent effort. We study the effectiveness of two reward mechanisms, all-or-nothing and piece-rate, to incentivize full completion of repeated tasks over time. Our theoretical analysis shows that exogenously imposing the all-or-nothing mechanism can be ineffective due to the potential discouragement effect. In contrast, empowering individuals to choose between the two reward mechanisms can significantly improve the full completion rate. Data from a series of field experiments and follow-up replications provide robust evidence that the all-or-nothing mechanism is effective only when it is presented as an option. Our results highlight the importance of choice in incentivizing persistent effort.

Keywords: perseverance; incentives; self-control; field experiments (search for similar items in EconPapers)
Date: 2023
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http://dx.doi.org/10.1287/mnsc.2022.4649 (application/pdf)

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Working Paper: Incentives to Persevere (2019)
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Persistent link: https://EconPapers.repec.org/RePEc:inm:ormnsc:v:69:y:2023:i:9:p:5378-5393

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