The limits of inconspicuous incentives

Leslie K. John,Hayley Blunden,Katherine L. Milkman,Luca Foschini,Bradford Tuckfield

Organizational Behavior and Human Decision Processes（2022）

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摘要

•Inattention to incentives is a common phenomenon with important consequences.•In a field and three lab experiments, inconspicuous incentives are ineffective.•Conspicuousness increases people’s extrinsic motivation to earn an incentive.•People undervalue conspicuous incentives that could improve their outcomes.

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关键词

Incentives,Inattentiveness,Salience,Field experiment,Management

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