Intrinsic and extrinsic motivation
Abstract
A central tenet of economics is that individuals respond to incentives. For psychologists and sociologists, in contrast, rewards and punishments are often counterproductive, because they undermine “intrinsic motivation”. We reconcile these two views, showing how performance incentives offered by an informed principal (manager, teacher, parent) can adversely impact an agent's (worker, child) perception of the task, or of his own abilities. Incentives are then only weak reinforcers in the short run, and negative reinforcers in the long run. We also study the effects of empowerment, help and excuses on motivation, as well as situations of ego bashing reflecting a battle for dominance within a relationship.
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Incentives are weak behavior reinforcers over the short term and negatively impact long term behavior.
“However, according to Benabou and Tirole (2003), incentives are weak behavior reinforcers over the short term and negatively impact long term behavior.”
From A global review of consumer behavior towards e-waste and implications for the circular economy (2021) · cites this paper as Benabou and Tirole (2003)
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- Authors
- Benabou, R., & Tirole, J.
- Venue
- Review of Economic Studies
- Publisher
- Oxford University Press (OUP)
- Published
- 2003-07
- Volume
- 70
- Issue
- 3
- Pages
- 489-520
- ISSN
- 0034-6527 (ISSN-L)
- 1467-937X
- OpenAlex
- W2124203762
- Semantic Scholar
- e4245f7d02a60f23d075a5846b977622176c1216
- Cited by
- 2,913
- References
- 57
- Citations by year
- 2026: 77 · 2025: 100 · 2024: 92 · 2023: 119 · 2022: 110 · 2021: 148 · 2020: 140 · 2019: 149 · 2018: 165 · 2017: 149 · 2016: 161 · 2015: 194 · 2014: 179 · 2013: 163 · 2012: 132
- FWCI
- 212.10
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- The Review of Economic Studies (publishedVersion)
- RePEc: Research Papers in Economics (submittedVersion)
- Toulouse 1 Capitole Publications (Université Toulouse I Capitole) (submittedVersion)
- Topics
- Social Sciences › Safety Research › Experimental Behavioral Economics Studies
- Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
- Social Sciences › Economics, Econometrics and Finance › Economics and Econometrics › Economic Theory and Institutions
- Keywords
- intrinsic motivation, extrinsic motivation, performance-based incentives, reward and punishment, principal-agent problem, task perception, self-efficacy, negative reinforcement, empowerment, excuses
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