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Incentives versus Reciprocity: Insights from a Field Experiment
16 references·11 citing·38 second hop
Incentives versus Reciprocity: Insights from a Field Experiment (2016)Incentives versus Reciprocity: Insights f…A Model of Reference-Dependent Preferences (2006)A Model of Reference-Dependen…Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being. (2000)Self-determination theory and…Performance Pay and Productivity (2000)Performance Pay and Productiv…A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation. (1999)A meta-analytic review of exp…Does Fairness Prevent Market Clearing? An Experimental Investigation (1993)Does Fairness Prevent Market …Loss Aversion in Riskless Choice: A Reference-Dependent Model (1991)Loss Aversion in Riskless Cho…The Fair Wage-Effort Hypothesis and Unemployment (1990)The Fair Wage-Effort Hypothes…Status quo bias in decision making (1988)Status quo bias in decision m…Prospect theory: An analysis of decision under risk (1988)Prospect theory: An analysis …China statistical yearbook (1988)China statistical yearbookLabor Contracts as Partial Gift Exchange (1982)Labor Contracts as Partial Gi…Toward a positive theory of consumer choice (1980)Toward a positive theory of c…Prospect Theory: An Analysis of Decision under Risk (1979)Prospect Theory: An Analysis …Moral Hazard and Observability (1979)Moral Hazard and ObservabilityUndermining children's intrinsic interest with extrinsic reward: A test of the "overjustification" hypothesis. (1973)Undermining children's intrin…Towards an understanding of inequity. (1963)Towards an understanding of i…The Negative Consequences of Loss-Framed Performance Incentives (2025)The Negative Consequences of …A theory of sales system shocks (2023)A theory of sales system shoc…The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training (2021)The Comprehensive Effects of …Self-oriented competitiveness in salespeople: sales management implications (2021)Self-oriented competitiveness…More than money: establishing the importance of a sense of purpose for salespeople (2021)More than money: establishing…Dynamic Inconsistency and Incentive Design: Insights from Behavioural Economics for HR Managers (2021)Dynamic Inconsistency and Inc…Understanding and motivating salesperson resilience (2020)Understanding and motivating …The Negative Consequences of Loss-Framed Performance Incentives (2020)The Negative Consequences of …Introduction to the Special Issue on Marketing Science and Field Experiments (2020)Introduction to the Special I…The performance effect of feedback in a context of negative incentives: Evidence from a field experiment (2018)The performance effect of fee…Self-Selected Sales Incentives: Evidence of their Effectiveness, Persistence, Durability, and Underlying Mechanisms (2018)Self-Selected Sales Incentive…The Theory of Syndicates (1968)Essays in the Theory of Risk-Bearing. (1972)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)Good News and Bad News: Representation Theorems and Applications (1981)Financial Intermediation and Delegated Monitoring (1984)Agency Costs, Net Worth, And Business Fluctuations (1988)The Structure of Scientific Revolutions (1963)A perspective on judgment and choice: Mapping bounded rationality. (2003)Maps of Bounded Rationality: Psychology for Behavioral Economics (2003)The Psychology of Interpersonal Relations. (1958)A Coefficient of Agreement for Nominal Scales (1960)Intrinsic Motivation and Self-Determination in Human Behavior (1988)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)The Power of Feedback (2007)Judgment under Uncertainty: Heuristics and Biases (1974)The Framing of Decisions and the Psychology of Choice (1981)Construal-level theory of psychological distance. (2010)Advances in prospect theory: Cumulative representation of uncertainty (1992)A Theory of Fairness, Competition, and Cooperation (1999)Time Discounting and Time Preference: A Critical Review (2002)Risk, Ambiguity, and the Savage Axioms (1961)Judgment under Uncertainty: Heuristics and Biases (1975)Exploration and Exploitation in Organizational Learning (1991)Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)Theory of games and economic behavior (2019)A Theory of Social Comparison Processes (1954)Social Behavior: Its Elementary Forms (1963)New directions in equity research. (1973)FOUNDATION FOR A GENERAL STRAIN THEORY OF CRIME AND DELINQUENCY* (1992)What's the difference? diversity constructs as separation, variety, or disparity in organizations (2007)The psychology of interpersonal relations. 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References

  • 1979Prospect Theory: An Analysis of Decision under Risk48,459 cited
  • 2000Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being.46,804 cited
  • 1988Prospect theory: An analysis of decision under risk32,475 cited
  • 1988China statistical yearbook12,378 cited
  • 1979Moral Hazard and Observability8,358 cited
  • 1999A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation.7,172 cited
  • 1991Loss Aversion in Riskless Choice: A Reference-Dependent Model6,428 cited
  • 1988Status quo bias in decision making5,912 cited
  • 1980Toward a positive theory of consumer choice5,574 cited
  • 1963Towards an understanding of inequity.5,146 cited
  • 1982Labor Contracts as Partial Gift Exchange3,210 cited
  • 2006A Model of Reference-Dependent Preferences2,726 cited
  • 2000Performance Pay and Productivity2,491 cited
  • 1973Undermining children's intrinsic interest with extrinsic reward: A test of the "overjustification" hypothesis.2,442 cited
  • 1990The Fair Wage-Effort Hypothesis and Unemployment2,170 cited

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1993
Does Fairness Prevent Market Clearing? An Experimental Investigation
1,509 cited

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  • 2020Understanding and motivating salesperson resilience35 cited
  • 2021The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training31 cited
  • 2021Self-oriented competitiveness in salespeople: sales management implications30 cited
  • 2018The performance effect of feedback in a context of negative incentives: Evidence from a field experiment21 cited
  • 2020Introduction to the Special Issue on Marketing Science and Field Experiments17 cited
  • 2025The Negative Consequences of Loss-Framed Performance Incentives4 cited
  • 2020The Negative Consequences of Loss-Framed Performance Incentives3 cited
  • 2021Dynamic Inconsistency and Incentive Design: Insights from Behavioural Economics for HR Managers1 cited