How “Effort Balancing” Explains Dynamic Effects of Incentives on Motivation

Short-term reductions in task engagement after a temporary incentive ends do not represent “crowding-out”, but are instead due to a temporary desire for a taking a break after exerting extra effort. The temporary reduction in engagement is mitigated by having exerting less effort, taking pride in accomplishment, and task novelty.


Indranil Goswami and Oleg Urminsky (2017) ,"How “Effort Balancing” Explains Dynamic Effects of Incentives on Motivation", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 129-134.


Indranil Goswami, University of Buffalo, USA
Oleg Urminsky, University of Chicago, USA


NA - Advances in Consumer Research Volume 45 | 2017

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