Interpersonal Prosocial Incentives

We examine workers’ decisions of working to benefit themselves or their coworkers. Two real-effort experiments found that workers exerted as much (or more) effort for others as for themselves but only if, 1) their pay was thanks to someone else’s effort, and 2) their beneficiary was aware of their effort.


Ye Li and Margaret Lee (2017) ,"Interpersonal Prosocial Incentives", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 742-742.


Ye Li, University of California Riverside, USA
Margaret Lee, London Business School, UK


NA - Advances in Consumer Research Volume 45 | 2017

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