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Can money enhance intrinsic motivation? A test of the content-consequence hypothesis.

Kruglanski, Arie W., Riter, Aviah, Amitai, Asher, Margolin, Bath-Shevah, Shabtai, Leorah, Zaksh, Daliah·1975·Journal of Personality and Social Psychology

DOI 10.1037/0022-3514.31.4.744

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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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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
Publisher: American Psychological Association (APA)
Published: 1975-04
Volume: 31
Issue: 4
Pages: 744-750
ISSN: 0022-3514 (ISSN-L)
1939-1315
DOI: 10.1037/0022-3514.31.4.744
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 › Economics, Econometrics and Finance › Economics and Econometrics › Experimental Behavioral Economics Studies
Keywords: intrinsic motivation, extrinsic motivation, monetary payments, causal attribution, self-attribution, attribution theory, motivation enhancement

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Can money enhance intrinsic motivation? A test of the content-consequence hypothesis.

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