Motivating Persistence and Risky Choice: Beyond Monetary Incentives

Incentives motivate us. While considerable research has focused on monetary rewards, our evidence suggests that non-monetary hedonic rewards may induce greater persistence—and better performance—in real-effort tasks. Participants facing hedonic (vs. monetary) incentives were also more likely to invest effort to earn a larger-uncertain reward over a smaller-surer one.


Rachel Meng and Ran Kivetz (2016) ,"Motivating Persistence and Risky Choice: Beyond Monetary Incentives", in NA - Advances in Consumer Research Volume 44, eds. Page Moreau, Stefano Puntoni, and , Duluth, MN : Association for Consumer Research, Pages: 749-749.


Rachel Meng, Columbia University, USA
Ran Kivetz, Columbia University, USA


NA - Advances in Consumer Research Volume 44 | 2016

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