Pay Enough or Don't Pay at All
Uri Gneezy and
The Quarterly Journal of Economics, 2000, vol. 115, issue 3, 791-810
Economists usually assume that monetary incentives improve performance, and psychologists claim that the opposite may happen. We present and discuss a set of experiments designed to test these contrasting claims. We found that the effect of monetary compensation on performance was not monotonic. In the treatments in which money was offered, a larger amount yielded a higher performance. However, offering money did not always produce an improvement: subjects who were offered monetary incentives performed more poorly than those who were offered no compensation. Several possible interpretations of the results are discussed.
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Working Paper: Pay Enough - Or Don't Pay at All (1998)
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Persistent link: https://EconPapers.repec.org/RePEc:oup:qjecon:v:115:y:2000:i:3:p:791-810.
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