Can money enhance intrinsic motivation? A test of the content-consequence hypothesis.
Abstract
This article contains two conceptual replications of an experiment designed to test the hypothesis that when monetary payments are inherent to the task's content their presence (vs. absence) increases intrinsic motivation, whereas when they constitute the task's exogenous consequence their presence (vs. absence) decreases intrinsic motivation toward the task. The data of both experiments strongly supported the research hypothesis. The findings were interpreted as consistent with the assumption that intrinsic motivation ensues whenever the actor causally attributes his performance of the task to the task's content and inconsistent with the proposal that intrinsic motivation be identified with internal (or self-) attributions and extrinsic motivation with attributions to the external environment.
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In Kruglanski et al. (1975, Exp. 1), rewards for correctly constructing models led to undermining (d = -0.87).
“whereas another group got rewards for correctly constructing models (an effort/ability task), and the rewards led to undermining (d = -0.87).”
From A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation. (1999) · cites this paper as Kruglanski et al. (1975, Exp. 1)
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- Authors
- Kruglanski, A. W., Riter, A., Amitai, A., Margolin, B.-S., Shabtai, L., & Zaksh, D.
- Affiliations
- University of North Carolina at Chapel Hill (US)
- ORCID
- Kruglanski, Arie W.
- Venue
- Journal of Personality and Social Psychology
- Published
- 1975-04
- Volume
- 31
- Issue
- 4
- Pages
- 744-750
- ISSN
- 0022-3514 (ISSN-L)
- 1939-1315
- OpenAlex
- W2096220855
- Cited by
- 104
- References
- 11
- Citations by year
- 2026: 1 · 2025: 1 · 2023: 1 · 2022: 2 · 2021: 3 · 2020: 2 · 2019: 3 · 2018: 2 · 2017: 2 · 2016: 1 · 2013: 2 · 2012: 1
- FWCI
- 16.04
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Personality and Social Psychology (publishedVersion)
- Topics
- Social Sciences › Psychology › Social Psychology › Motivation and Self-Concept in Sports
- Social Sciences › Psychology › Applied Psychology › Human Behavior and Motivation
- Social Sciences › Safety Research › Experimental Behavioral Economics Studies
- Keywords
- intrinsic motivation, extrinsic motivation, monetary payments, causal attribution, self-attribution, attribution theory, motivation enhancement
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