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

  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},
  volume={111 3},
  • 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… 

Figures, Tables, and Topics from this paper

The social influence of other consumers on consumers’ reward donations
The Effect of Economic Consequences on Social Judgment and Choice: Reward Interdependence and the Preference for Sociability Versus Competence
Competence and sociability (warmth) are fundamental dimensions of social judgment in organizations. However, these qualities are frequently seen as negatively related, with mixed evidence on which is
Who Is More Useful? The Impact of Performance Incentives on Work and Personal Relationships
Employees today report being too busy to talk to their friends and family, even though the number of hours they work has remained relatively constant over the last five decades. We highlight
Performance Myopia: The Effect of Pay-For-Performance Incentives on Exploration and Coordination
Incentives are one of the core practices of strategic human resource management and their effect on motivation and performance has been studied extensively. Particular attention is devoted to
Are they useful? The effects of performance incentives on the prioritization of work versus personal ties
Abstract Most working adults report spending very little time with friends and family. The current research explores the aspects of work that encourage employees to spend less time with personal
Winning the War for Talent: Modern Motivational Methods for Attracting and Retaining Employees
Given the struggle that many organizations face hiring and retaining talent in today’s tight labor market, it is critical to understand how to effectively reward employees. To address this question,
Organizational Behavior and Human Decision Processes
The dehumanization of other people is an unfortunately common occurrence that drives discrimination and conflict. We examined when and why the self can also be dehumanized. Across six studies, we
Cogs in the machine: The prioritization of money and self-dehumanization
Income Volatility Increases Financial Impatience
Using a multi-method approach, we investigate whether income volatility is associated with financial impatience—the preference to receive a small sum of money immediately over a larger sum of money


Neural basis of the undermining effect of monetary reward on intrinsic motivation
The results show that performance-based monetary reward indeed undermines intrinsic motivation, as assessed by the number of voluntary engagements in the task, and that activity in the anterior striatum and the prefrontal areas decreased along with this behavioral undermining effect.
Incentives and cooperation: the joint effects of task and reward interdependence on group performance
We examine the joint effects of task interdependence and reward interdependence on group behavior and performance. We develop a model that predicts that task and reward interdependence will interact
Pervasive negative effects of rewards on intrinsic motivation: The myth continues
The results suggest that in general, rewards are not harmful to motivation to perform a task, and the pattern of results indicates that reward contingencies do not have pervasive negative effects on intrinsic motivation.
Achievement-Based Rewards and Intrinsic Motivation: A Test of Cognitive Mediators
This study assessed how rewards impacted intrinsic motivation when students were rewarded for achievement while learning an activity, for performing at a specific level on a test, or for both.
The Effect of Performance-Relevant and Performance-Irrelevant Rewards on Children's Intrinsic Motivation.
KARNIOL, RACHEL, and Ross, MICHAEL. The Effect of Performance-Relevant and PerformanceIrrelevant Rewards on Children's Intrinsic Motivation. CHILD DEVELOPMENT, 1977, 48, 482-487. An experiment was
Does Pay for Performance Increase or Decrease Perceived Self-Determination and Intrinsic Motivation?
Laboratory and field studies examined the relationships of reward for high performance with perceived self-determination and intrinsic motivation. Study 1 found that pay for meeting a performance
Facilitation of Voluntary Goal-Directed Action by Reward Cues
The results confirm that reward-related cues can instigate voluntary action to obtain that reward, and suggest that in clinical settings, attention should be directed to both proximal and distal cues for reward.
The role of attention in motivated behavior.
  • G. Suri, J. Gross
  • Psychology, Medicine
    Journal of experimental psychology. General
  • 2015
In real-world behavioral contexts, increasing attention led to increased levels of approach motivation in behavioral contexts involving purchasing apples and electing to take the stairs instead of the escalator, and the role of orienting attention in motivated behavior is considered.