Paying for performance: Performance incentives increase desire for the reward object.

@article{Hur2016PayingFP,
  title={Paying for performance: Performance incentives increase desire for the reward object.},
  author={Julia D Hur and Loran F Nordgren},
  journal={Journal of personality and social psychology},
  year={2016},
  volume={111 3},
  pages={
          301-16
        }
}
  • Julia D Hur, L. Nordgren
  • Published 14 July 2016
  • Psychology, Medicine
  • Journal of personality and social psychology
The current research examines how exposure to performance incentives affects one's desire for the reward object. We hypothesized that the flexible nature of performance incentives creates an attentional fixation on the reward object (e.g., money), which leads people to become more desirous of the rewards. Results from 5 laboratory experiments and 1 large-scale field study provide support for this prediction. When performance was incentivized with monetary rewards, participants reported being… 

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