The Motivating Power of Streaks: Incentivizing Streaks Increases Engagement in Effortful Tasks
In five incentive-compatible, pre-registered experiments, we show that streak-rewarding payments (i.e., incentives which reward the completion of three or more consecutive effortful tasks) increase persistence in completing effortful tasks, compared to higher paying flat incentives. This effect occurs because consumers are motivated by consecutive, “game-like” payments.
Citation:
Katie Mehr, Jackie Silverman, Marissa Sharif, Alixandra Barasch, and Katherine Milkman (2020) ,"The Motivating Power of Streaks: Incentivizing Streaks Increases Engagement in Effortful Tasks", in NA - Advances in Consumer Research Volume 48, eds. Jennifer Argo, Tina M. Lowrey, and Hope Jensen Schau, Duluth, MN : Association for Consumer Research, Pages: 994-999.
Authors
Katie Mehr, University of Pennsylvania, USA
Jackie Silverman, University of Delaware, USA
Marissa Sharif, University of Pennsylvania, USA
Alixandra Barasch, New York University, USA
Katherine Milkman, University of Pennsylvania, USA
Volume
NA - Advances in Consumer Research Volume 48 | 2020
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