Incentive Design With Uncertainty: Keep the Hope Alive

Shen et al. (2015) shows consumers work harder for uncertain rewards than for certain rewards. How can marketers design an effort-score-payoff system with uncertainty? We find that to boost effort investment within in a time limit, adding uncertainty to the score-payoff part is more effective than the effort-score part.



Citation:

Xiyueyao Luo and Luxi Shen (2017) ,"Incentive Design With Uncertainty: Keep the Hope Alive", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 1075-1075.

Authors

Xiyueyao Luo, Chinese University of Hong Kong, China
Luxi Shen, Chinese University of Hong Kong, China



Volume

NA - Advances in Consumer Research Volume 45 | 2017



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