Do People Understand That a Small Payment Actually Hurts Motivation? An Attempt to Reconcile Two Conflicting Findings

Literature shows that people both intuit (correctly) that a small payment is worse than no payment to incentivize pro-social behavior and choose (incorrectly) a small payment over no payment to incentivize pro-social behavior. These findings are reconciled through twelve studies exploring three factors.



Citation:

Yun Jie (2018) ,"Do People Understand That a Small Payment Actually Hurts Motivation? An Attempt to Reconcile Two Conflicting Findings ", in AP - Asia-Pacific Advances in Consumer Research Volume 12, eds. Shailendra Pratap Jain, Akshaya Vijayalakshmi, and , Duluth, MN : Association for Consumer Research, Pages: 76-76.

Authors

Yun Jie, SolBridge International School of Business, South Korea



Volume

AP - Asia-Pacific Advances in Consumer Research Volume 12 | 2018



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