The Effect of Reward Quantification on Actual Program Participation

Through a combination of field and lab experiments, we demonstrate that the use of a high number to describe rewards leads to higher interest and enrollment, but also higher expectations of performance and a higher drop-out rate from the program when the reward is difficult to achieve.


Eleanor Putnam-Farr and Jason Riis (2015) ,"The Effect of Reward Quantification on Actual Program Participation", in NA - Advances in Consumer Research Volume 43, eds. Kristin Diehl , Carolyn Yoon, and , Duluth, MN : Association for Consumer Research, Pages: 282-286.


Eleanor Putnam-Farr, Massachusetts Institute of Technology, USA
Jason Riis, University of Pennsylvania, USA


NA - Advances in Consumer Research Volume 43 | 2015

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