Can the Way Individuals Are Rewarded Affect Motivation and Engagement?
Three studies show that more salient forms of incentives (e.g., cash versus direct deposit) increases organizational connection and motivation. This effect reverses when individuals fall just short. Losing more salient incentives now decreases motivation and organizational connection compared to those who fall just short of losing a direct deposit incentive.
Avni Shah and Amber Holden (2016) ,"Can the Way Individuals Are Rewarded Affect Motivation and Engagement?", in NA - Advances in Consumer Research Volume 44, eds. Page Moreau, Stefano Puntoni, and , Duluth, MN : Association for Consumer Research, Pages: 169-173.
Avni Shah, University of Toronto, Canada
Amber Holden, University of Toronto, Canada
NA - Advances in Consumer Research Volume 44 | 2016
Show Me More! Powerlessness Drives Variety Seeking
Wangshuai Wang, Shanghai University of International Business and Economics
Raj Raghunathan, University of Texas at Austin, USA
Dinesh Gauri, University of Arkansas, USA
Using a Meta-Analysis to Unravel Relative Importance of Postulated Explanations for the Endowment Effect
Peter Nguyen, Ivey Business School
Xin (Shane) Wang, Western University, Canada
David J. Curry, University of Cincinnati, USA
G8. How Does Pronunciation Difficulty of Brand Names Influence Consumer Responses? The Role of Self-Construal
Gunben Ceren Aksu, Rutgers University, USA
Yeni Zhou, Rutgers University, USA
Alokparna (Sonia) Monga, Rutgers University, USA