Forgoing earned incentives to signal pure motives.

ABSTRACT: Policy makers, employers, and insurers often provide financial incentives to encourage citizens, employees, and customers to take actions that are good for them or for society (e.g., energy conservation, healthy living, safe driving). Although financial incentives are often effective at inducing good behavior, they've been shown to have self-image costs: Those who receive incentives view their actions less positively due to the perceived incompatibility between financial incentives and intrinsic motives. We test an intervention that allows organizations and individuals to resolve this tension: We use financial rewards to kick-start good behavior and then offer individuals the opportunity to give up some or all of their earned financial rewards in order to boost their self-image. Two prereg

SUBMITTER: Kirgios EL 

PROVIDER: S-EPMC7382217 | biostudies-literature | 2020 Jul

REPOSITORIES: biostudies-literature