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

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