Effort for Payment: A Tale of Two Markets

Heyman, James; Ariely, Dan

doi:10.1111/j.0956-7976.2004.00757.x

Cited by 827Experimental Behavioral Economics StudiesSocial Power and Status DynamicsDecision-Making and Behavioral Economics

Effort for Payment: A Tale of Two Markets

Heyman, James, Ariely, Dan·2004·Psychological Science

DOI 10.1111/j.0956-7976.2004.00757.x

Open this paper in CoChat — free account

Abstract

The standard model of labor is one in which individuals trade their time and energy in return for monetary rewards. Building on Fiske's relational theory (1992), we propose that there are two types of markets that determine relationships between effort and payment: monetary and social. We hypothesize that monetary markets are highly sensitive to the magnitude of compensation, whereas social markets are not. This perspective can shed light on the well-established observation that people sometimes expend more effort in exchange for no payment (a social market) than they expend when they receive low payment (a monetary market). Three experiments support these ideas. The experimental evidence also demonstrates that mixed markets (markets that include aspects of both social and monetary markets) more closely resemble monetary than social markets.

Integrity signals

Registry

Crossref · 10.1111/j.0956-7976.2004.00757.x

Cites

31 of 31 references verified0 citation errors · 0 not checkable

Statistics

Recomputing p-values needs the paper’s full text.

Claims the paper makes

This paper’s full text isn’t openly available, so its claims and self-check weren’t run. The registry and citation checks still apply.

Claims other papers make about this one

Each is checked against this paper’s own text: does it say what the citing paper says it does?

Behavioural economic and industrial/social psychology evidence suggests people find dignity and purpose in almost any job.
“Behavioural economic research (Heyman and Ariely 2004) and systematic empirical evidence from industrial and social psychology (Schwartz 2015; Wrzesniewski et al. 1997) suggests that people find dignity and purpose in almost any job.”
From Public Policy in a Time of Crisis: A Framework for Evaluating Canada’s COVID-19 Income Support Programs (2021) · cites this paper as Heyman and Ariely 2004

A Theory of Cognitive Dissonance
Festinger, L. (1957) · doi:10.1515/9781503620766 · Cited by 24,241 · see citing works
A Theory of Cognitive Dissonance
Morvan, C., & O’Connor, A. (2017) · Macat Library eBooks · doi:10.4324/9781912282432 · Cited by 18,284 · see citing works
American economic review
Filders, R. (1992) · International Journal of Forecasting · doi:10.1016/0169-2070(92)90130-2 · Cited by 16,765 · see citing works
The Evolution of Reciprocal Altruism
Trivers, R. L. (1971) · The Quarterly Review of Biology · doi:10.1086/406755 · Cited by 11,010 · see citing works
A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation.
Deci, E. L., Koestner, R., & Ryan, R. M. (1999) · Psychological Bulletin · doi:10.1037/0033-2909.125.6.627 · Cited by 7,176 · see citing works
The general causality orientations scale: Self-determination in personality
Deci, E. L., & Ryan, R. M. (1985) · Journal of Research in Personality · doi:10.1016/0092-6566(85)90023-6 · Cited by 5,094 · see citing works
Incorporating Fairness into Game Theory and Economics
Rabin, M. (2011) · Princeton University Press eBooks · doi:10.2307/j.ctvcm4j8j.15 · Cited by 4,833 · see citing works
Effects of externally mediated rewards on intrinsic motivation.
Deci, E. L. (1971) · Journal of Personality and Social Psychology · doi:10.1037/h0030644 · Cited by 4,170 · see citing works
Cognitive consequences of forced compliance.
Festinger, L., & Carlsmith, J. M. (1959) · The Journal of Abnormal and Social Psychology · doi:10.1037/h0041593 · Cited by 2,945 · see citing works
Social Desirability Bias and the Validity of Indirect Questioning
Fisher, R. J. (1993) · Journal of Consumer Research · doi:10.1086/209351 · Cited by 2,818 · see citing works
The four elementary forms of sociality: Framework for a unified theory of social relations.
Fiske, A. P. (1992) · Psychological Review · doi:10.1037/0033-295x.99.4.689 · Cited by 2,510 · see citing works
Undermining children's intrinsic interest with extrinsic reward: A test of the "overjustification" hypothesis.
Lepper, M. R., Greene, D., & Nisbett, R. E. (1973) · Journal of Personality and Social Psychology · doi:10.1037/h0035519 · Cited by 2,471 · cited 2× · see citing works
“…has demonstrated that rewards can decrease motivation and attitudes (Festinger & Carlsmith, 1959), alter self-perception (Bem, 1965), increase overjustifi- 792 Volume 15—Number 11 cation (Lepper et al., 1973), and turn feelings of competence into feelings of being controlled (Deci & Ryan, 1985).”
The American Economic Review
(2009) · American Economic Review · doi:10.1257/aer.99.4.i · Cited by 2,304 · see citing works
Pay Enough or Don't Pay at All*
Gneezy, U., & Rustichini, A. (2000) · Quarterly Journal of Economics · doi:10.1162/003355300554917 · Cited by 2,175 · see citing works
A Fine is a Price
Gneezy, U., & Rustichini, A. (2000) · The Journal of Legal Studies · doi:10.1086/468061 · Cited by 1,816 · see citing works
Reinterpreting the empathy-altruism relationship: When one into one equals oneness.
Cialdini, R. B., Brown, S. L., Lewis, B. P., Luce, C. L., & Neuberg, S. L. (1997) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.73.3.481 · Cited by 1,467 · see citing works
Psychological foundations of incentives
Fehr, E., & Falk, A. (2002) · European Economic Review · doi:10.1016/s0014-2921(01)00208-2 · Cited by 1,240 · cited 1× · see citing works
“In money-market relationships, effort will be exerted according to reciprocity, and the amount of compensation directly influences individuals’ level of effort (Clark & Mills, 1993; Fehr & Falk, 2002; Rabin, 1993).”
Intrinsic and extrinsic motivation : the search for optimal motivation and performance
Sansone, C., & Harackiewicz, J. M. (2000) · Cited by 1,204 · see citing works
The Effects of Brand Relationship Norms on Consumer Attitudes and Behavior
Aggarwal, P. (2004) · Journal of Consumer Research · doi:10.1086/383426 · Cited by 1,074 · see citing works
Detrimental effects of reward: Reality or myth?
Eisenberger, R., & Cameron, J. (1996) · American Psychologist · doi:10.1037//0003-066x.51.11.1153 · Cited by 1,016 · see citing works
Detrimental effects of reward. Reality or myth?
Eisenberger, R., & Cameron, J. (1996) · American Psychologist · doi:10.1037/0003-066x.51.11.1153 · Cited by 949 · see citing works
The Difference between Communal and Exchange Relationships: What it is and is Not
Clark, M. S., & Mills, J. (1993) · Personality and Social Psychology Bulletin · doi:10.1177/0146167293196003 · Cited by 909 · see citing works
A Course in Number Theory and Cryptography
Koblitz, N. (1987) · Graduate texts in mathematics · doi:10.1007/978-1-4684-0310-7 · Cited by 844 · see citing works
Feeling "holier than thou": Are self-serving assessments produced by errors in self- or social prediction?
Nicholas Epley, A., & Dunning, D. A. (2000) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.79.6.861 · Cited by 821 · see citing works
Intrinsic Motivation and Extrinsic Incentives
Kreps, D. M. (1997) · American Economic Review · Cited by 661 · see citing works
Is empathy-induced helping due to self-other merging?
Batson, C. D., Sager, K., Garst, E., Kang, M., Rubchinsky, K., & Dawson, K. (1997) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.73.3.495 · Cited by 637 · see citing works
An experimental analysis of self-persuasion
Bem, D. J. (1965) · Journal of Experimental Social Psychology · doi:10.1016/0022-1031(65)90026-0 · Cited by 620 · see citing works
When rewards compete with nature
Ryan, R. M., & Deci, E. L. (2000) · Intrinsic and Extrinsic Motivation · doi:10.1016/b978-012619070-0/50024-6 · Cited by 435 · see citing works
Does empathy lead to anything more than superficial helping? Comment on Batson et al. (1997).
Neuberg, S. L., Cialdini, R. B., Brown, S. L., Luce, C. L., Sagarin, B. J., & Lewis, B. P. (1997) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.73.3.510 · Cited by 171 · see citing works
Socially desirable response sets: The impact of country culture
Middleton, K. L., & Jones, J. L. (2000) · Psychology and Marketing · doi:10.1002/(sici)1520-6793(200002)17:2 · Cited by 132 · see citing works
Suspicion in the psychological laboratory: Kelman's prophecy revisited.
MacCoun, R. J., & Kerr, N. L. (1987) · American Psychologist · doi:10.1037/0003-066x.42.2.199.a · Cited by 24 · see citing works

Flagged first, then by citations

Sorted by citations

Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially
Ariely, D., Bracha, A., & Meier, S. (2009) · American Economic Review · doi:10.1257/aer.99.1.544 · Cited by 1,753 · see citing works
Self-citation
When and Why Incentives (Don't) Work to Modify Behavior
Uri Gneezy, B., Meier, S., & Rey‐Biel, P. (2011) · The Journal of Economic Perspectives · doi:10.1257/jep.25.4.191 · Cited by 1,739 · see citing works
Payments for environmental services: some nuts and bolts
Wunder, S. (2005) · Center for International Forestry Research (CIFOR) eBooks · doi:10.17528/cifor/001760 · Cited by 1,617 · see citing works
An Integrated Framework for Encouraging Pro-environmental Behaviour: The role of values, situational factors and goals
Steg, L., Bolderdijk, J. W., Keizer, K., & Perlaviciute, G. (2014) · Journal of Environmental Psychology · doi:10.1016/j.jenvp.2014.01.002 · Cited by 1,405 · see citing works
Undervalued or overvalued customers: Capturing total customer engagement value
Kumar, V., Aksoy, L., Donkers, B., Venkatesan, R., Wiesel, T., & Tillmanns, S. (2010) · Journal of Service Research · doi:10.1177/1094670510375602 · Cited by 1,382 · see citing works
The Efficiency of Payments for Environmental Services in Tropical Conservation
Wunder, S. (2006) · Conservation Biology · doi:10.1111/j.1523-1739.2006.00559.x · Cited by 958 · see citing works
Economic Incentives and Social Preferences: Substitutes or Complements?
Bowles, S., & Polanía-Reyes, S. (2012) · Journal of Economic Literature · doi:10.1257/jel.50.2.368 · Cited by 918 · see citing works
Large Stakes and Big Mistakes
Ariely, D., Uri Gneezy, B., Loewenstein, G. F., & Mažar, N. (2009) · The Review of Economic Studies · doi:10.1111/j.1467-937x.2009.00534.x · Cited by 786 · see citing works
Self-citation
Incentives to Exercise
Charness, G. B., & Uri Gneezy, B. (2009) · Econometrica · doi:10.3982/ecta7416 · Cited by 693 · see citing works
The Handbook of Organizational Economics
Gibbons, R. S., & Roberts, J. (2012) · Princeton University Press eBooks · doi:10.1515/9781400845354 · Cited by 720 · see citing works
Moral psychology is relationship regulation: Moral motives for unity, hierarchy, equality, and proportionality.
Rai, T. S., & Fiske, A. P. (2011) · Psychological Review · doi:10.1037/a0021867 · Cited by 887 · see citing works
Realising Redd+: National strategy and policy options
Angelsen, A., Brockhaus, M., Kanninen, M., Sills, E., Sunderlin, W., & Wertz-Kanounnikoff, S. (2009) · Center for International Forestry Research (CIFOR) eBooks · doi:10.17528/cifor/002871 · Cited by 535 · see citing works
Does the Possibility to Make Equity Investments in Crowdfunding Projects Crowd Out Reward–Based Investments?
Cholakova, M., & Clarysse, B. (2014) · Entrepreneurship Theory and Practice · doi:10.1111/etap.12139 · Cited by 595 · see citing works
Motivation crowding by economic incentives in conservation policy: A review of the empirical evidence
Rode, J., Gómez‐Baggethun, E., & Krause, T. (2014) · Ecological Economics · doi:10.1016/j.ecolecon.2014.11.019 · Cited by 592 · see citing works
Financial incentives and the "performance of crowds"
Mason, W., & Watts, D. J. (2009) · doi:10.1145/1600150.1600175 · Cited by 544 · see citing works
The student-as-consumer approach in higher education and its effects on academic performance
Bunce, L. T., Baird, A., & Jones, S. E. (2016) · Studies in Higher Education · doi:10.1080/03075079.2015.1127908 · Cited by 542 · see citing works
Zero as a Special Price: The True Value of Free Products
Shampanier, K., Mazar, N., & Ariely, D. (2007) · Marketing Science · doi:10.1287/mksc.1060.0254 · Cited by 613 · see citing works
Self-citation
Financial incentives and the "performance of crowds"
Mason, W., & Watts, D. J. (2010) · ACM SIGKDD Explorations Newsletter · doi:10.1145/1809400.1809422 · Cited by 463 · see citing works
Stimulating Online Reviews by Combining Financial Incentives and Social Norms
Burtch, G., Hong, Y., Bapna, R., & Griskevicius, V. (2016) · Management Science · doi:10.1287/mnsc.2016.2715 · Cited by 399 · see citing works
The Currency of Reciprocity: Gift Exchange in the Workplace
Kube, S., Maréchal, M. A., & Puppe, C. (2012) · American Economic Review · doi:10.1257/aer.102.4.1644 · Cited by 369 · see citing works
Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving ProsociallyPreprint
Ariely, D., Bracha, A., & Meier, S. (2007) · SSRN Electronic Journal · doi:10.2139/ssrn.1010620 · Cited by 345 · see citing works
Self-citation
Behavioral Economics and Psychology of Incentives
Kamenica, E. (2012) · Annual Review of Economics · doi:10.1146/annurev-economics-080511-110909 · Cited by 339 · see citing works
Like ripples on a pond: Behavioral spillovers and their implications for research and policy
Dolan, P., & Galizzi, M. M. (2015) · Journal of Economic Psychology · doi:10.1016/j.joep.2014.12.003 · Cited by 312 · see citing works
Selling two environmental services: In-kind payments for bird habitat and watershed protection in Los Negros, Bolivia
Asquith, N., Vargas, M. T., & Wunder, S. (2008) · Ecological Economics · doi:10.1016/j.ecolecon.2007.12.014 · Cited by 312 · see citing works
Seeing green: Mere exposure to money triggers a business decision frame and unethical outcomes
Kouchaki, M., Smith‐Crowe, K., Brief, A. P., & Sousa, C. (2013) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2012.12.002 · Cited by 288 · see citing works
Pay What You Want: A New Participative Pricing Mechanism
Kim, J., Natter, M., & Spann, M. (2008) · Journal of Marketing · doi:10.1509/jmkg.73.1.44 · Cited by 418 · see citing works
Managing Joint Production Motivation: The Role of Goal Framing and Governance Mechanisms
Lindenberg, S. M., & Foss, N. J. (2011) · Academy of Management Review · doi:10.5465/amr.2011.61031808 · Cited by 268 · see citing works
The female community health volunteer programme in Nepal: Decision makers’ perceptions of volunteerism, payment and other incentives
Glenton, C., Scheel, I. B., Pradhan, S., Lewin, S. A., Hodgins, S., & Shrestha, V. (2010) · Social Science & Medicine · doi:10.1016/j.socscimed.2010.02.034 · Cited by 269 · see citing works
Fostering Public Good Contributions with Symbolic Awards: A Large-Scale Natural Field Experiment at Wikipedia
Gallus, J. (2015) · Management Science · doi:10.1287/mnsc.2016.2540 · Cited by 262 · see citing works
Using financial incentives to achieve healthy behaviour
Marteau, T. M., Ashcroft, R. E., & Oliver, A. (2009) · BMJ · doi:10.1136/bmj.b1415 · Cited by 249 · see citing works
When do financial incentives reduce intrinsic motivation? Comparing behaviors studied in psychological and economic literatures.
Promberger, M., & Marteau, T. M. (2013) · Health Psychology · doi:10.1037/a0032727 · Cited by 235 · see citing works
Sabotage in Tournaments: Evidence from a Laboratory Experiment
Harbring, C., & Irlenbusch, B. (2011) · Management Science · doi:10.1287/mnsc.1100.1296 · Cited by 239 · see citing works
Do all material incentives for pro-social activities backfire? The response to cash and non-cash incentives for blood donations
Lacetera, N., & Macis, M. (2010) · Journal of Economic Psychology · doi:10.1016/j.joep.2010.05.007 · Cited by 227 · see citing works
Will There Be Blood? Incentives and Displacement Effects in Pro-Social Behavior
Lacetera, N., Macis, M., & Slonim, R. (2012) · American Economic Journal: Economic Policy · doi:10.1257/pol.4.1.186 · Cited by 222 · see citing works
Working for the “warm glow”: On the benefits and limits of prosocial incentives
Imas, A. (2013) · Journal of Public Economics · doi:10.1016/j.jpubeco.2013.11.006 · Cited by 222 · see citing works
Targeted Online Advertising: Using Reciprocity Appeals to Increase Acceptance among Users of Free Web Services
Schumann, J. H., von Wangenheim, F., & Groene, N. (2014) · Journal of Marketing · doi:10.1509/jm.11.0316 · Cited by 287 · see citing works
A Survey of Economic Theories and Field Evidence on Pro-Social Behavior
Meier, S. (2007) · The MIT Press eBooks · doi:10.7551/mitpress/2604.003.0007 · Cited by 211 · see citing works
The Great Mindshift
Göpel, M. (2016) · The anthropocene: Politik - economics - society - science · doi:10.1007/978-3-319-43766-8 · Cited by 207 · see citing works
Unused opioid analgesics and drug disposal following outpatient dental surgery: A randomized controlled trial
Maughan, B. C., Hersh, E. V., Shofer, F. S., Wanner, K. J., Archer, E., Carrasco, L., & Rhodes, K. V. (2016) · Drug and Alcohol Dependence · doi:10.1016/j.drugalcdep.2016.08.016 · Cited by 202 · see citing works
Paying people to protect the environment: A meta-analysis of financial incentive interventions to promote proenvironmental behaviors
Maki, A., Burns, R. J., Ha, L., & Rothman, A. J. (2016) · Journal of Environmental Psychology · doi:10.1016/j.jenvp.2016.07.006 · Cited by 202 · see citing works
Field Experiments Across the Social Sciences
Baldassarri, D., & Abascal, M. (2017) · Annual Review of Sociology · doi:10.1146/annurev-soc-073014-112445 · Cited by 199 · see citing works
Nostalgia Weakens the Desire for Money
Lasaleta, J. D., Sedikides, C., & Vohs, K. D. (2014) · Journal of Consumer Research · doi:10.1086/677227 · Cited by 199 · see citing works
Tainted Altruism
Newman, G. E., & Cain, D. M. (2014) · Psychological Science · doi:10.1177/0956797613504785 · Cited by 199 · see citing works
Are Direct Payments for Environmental Services Spelling Doom for Sustainable Forest Management in the Tropics?
Wunder, S. (2006) · Ecology and Society · doi:10.5751/es-01831-110223 · Cited by 190 · see citing works
Payments for Ecosystem Services: Rife With Problems and Potential—For Transformation Towards Sustainability
Chan, K. M. A., Anderson, E. K., Chapman, M., Jespersen, K., & Olmsted, P. (2017) · Ecological Economics · doi:10.1016/j.ecolecon.2017.04.029 · Cited by 194 · see citing works
Crisis Management Strategies and the Long-Term Effects of Product Recalls on Firm Value
Liu, Y., Shankar, V., & Yun, W. (2017) · Journal of Marketing · doi:10.1509/jm.15.0535 · Cited by 184 · see citing works
Motivation of User-Generated Content: Social Connectedness Moderates the Effects of Monetary Rewards
Sun, Y., Dong, X., & McIntyre, S. (2017) · Marketing Science · doi:10.1287/mksc.2016.1022 · Cited by 177 · see citing works
The effect of payment and incentives on motivation and focus of community health workers: five case studies from low- and middle-income countries
Singh, D., Negin, J., Otim, M. E., Orach, C. G., & Cumming, R. G. (2015) · Human Resources for Health · doi:10.1186/s12960-015-0051-1 · Cited by 174 · see citing works
The Psychology (and Economics) of Trust
Evans, A. M., & Krueger, J. I. (2009) · Social and Personality Psychology Compass · doi:10.1111/j.1751-9004.2009.00232.x · Cited by 171 · see citing works
Anti-profit beliefs: How people neglect the societal benefits of profit.
Bhattacharjee, A., Dana, J. D., & Baron, J. A. (2017) · Journal of Personality and Social Psychology · doi:10.1037/pspa0000093 · Cited by 169 · see citing works
When more is Less: The Impact of Base Value Neglect on Consumer Preferences for Bonus Packs over Price Discounts
Chen, H. A., Marmorstein, H., Tsiros, M., & Rao, A. R. (2012) · Journal of Marketing · doi:10.1509/jm.10.0443 · Cited by 167 · see citing works
Receiver responses to rewarded referrals: the motive inferences framework
Verlegh, P. W. J., Ryu, G., Tuk, M. A., & Feick, L. (2013) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-013-0327-8 · Cited by 161 · see citing works
Awards: A strategic management perspective
Gallus, J., & Frey, B. S. (2015) · Strategic Management Journal · doi:10.1002/smj.2415 · Cited by 163 · see citing works
Feeling Good About Giving: The Benefits (and Costs) of Self-Interested Charitable BehaviorPreprint
Anik, L., Aknin, L. B., Norton, M. I., & Dunn, E. W. (2009) · SSRN Electronic Journal · doi:10.2139/ssrn.1444831 · Cited by 150 · see citing works
Payments for Ecosystem Services as Incentives for Collective Action
Muradian, R. S. (2013) · Society & Natural Resources · doi:10.1080/08941920.2013.820816 · Cited by 137 · see citing works
The Politics of Private Foreign Aid: Humanitarian Principles, Economic Development Objectives, and Organizational Interests in NGO Private Aid Allocation
Büthe, T., Major, S., & Souza, A. D. M. E. (2012) · International Organization · doi:10.1017/s0020818312000252 · Cited by 137 · see citing works
Experimental methods: Measuring effort in economics experiments
Charness, G. B., Uri Gneezy, B., & Henderson, A. (2018) · Journal of Economic Behavior & Organization · doi:10.1016/j.jebo.2018.02.024 · Cited by 137 · see citing works
The Uses and Abuses of Agency Theory
Heath, J. (2009) · Business Ethics Quarterly · doi:10.5840/beq200919430 · Cited by 135 · see citing works
Playing the Admissions Game: Student Reactions to Increasing College Competition
Bound, J., Hershbein, B. J., & Long, B. T. (2009) · The Journal of Economic Perspectives · doi:10.1257/jep.23.4.119 · Cited by 134 · see citing works
Principles for Fairness and Efficiency in Enhancing Environmental Services in Asia: Payments, Compensation, or Co-Investment?
van Noordwijk, M., & Leimona, B. (2010) · Ecology and Society · doi:10.5751/es-03664-150417 · Cited by 131 · see citing works
Prosocial behavior and incentives: Evidence from field experiments in rural Mexico and Tanzania
Kerr, J. M., Vardhan, M., & Jindal, R. (2011) · Ecological Economics · doi:10.1016/j.ecolecon.2011.10.031 · Cited by 130 · see citing works
Needs, Comparisons, and Adaptation: The Importance of Relative Income for Life Satisfaction
Wolbring, T., Keuschnigg, M., & Negele, E. (2011) · European Sociological Review · doi:10.1093/esr/jcr042 · Cited by 129 · see citing works
Payments for Environmental Services: Evolution Toward Efficient and Fair Incentives for Multifunctional Landscapes
van Noordwijk, M., Leimona, B., Jindal, R., Villamor, G. B., Vardhan, M., Namirembe, S., Catacutan, D. C., Kerr, J. M., Minang, P. A., & Tomich, T. P. (2012) · Annual Review of Environment and Resources · doi:10.1146/annurev-environ-042511-150526 · Cited by 128 · see citing works
Fairly efficient, efficiently fair: Lessons from designing and testing payment schemes for ecosystem services in Asia
Leimona, B., van Noordwijk, M., de Groot, R. S., & Leemans, R. (2015) · Ecosystem Services · doi:10.1016/j.ecoser.2014.12.012 · Cited by 128 · see citing works
Rewarding Volunteers: A Field Experiment
Lacetera, N., Macis, M., & Slonim, R. L. (2014) · Management Sciences · doi:10.1287/mnsc.2013.1826 · Cited by 116 · see citing works
The Psychology of Charitable Donations to Disaster Victims and Beyond
Zagefka, H., & James, T. K. (2015) · Social Issues and Policy Review · doi:10.1111/sipr.12013 · Cited by 126 · see citing works
Practical wisdom and organizations
Schwartz, B. N. (2011) · Research in Organizational Behavior · doi:10.1016/j.riob.2011.09.001 · Cited by 125 · see citing works
When giving money does not work: The differential effects of monetary versus in-kind rewards in referral reward programs
Jin, L., & Huang, Y. (2014) · International Journal of Research in Marketing · doi:10.1016/j.ijresmar.2013.08.005 · Cited by 122 · see citing works
Interim Rank, Risk Taking, and Performance in Dynamic Tournaments
Christos Genakos, B., & Pagliero, M. (2012) · Journal of Political Economy · doi:10.1086/668502 · Cited by 122 · see citing works
Providers Versus Platforms: Marketing Communications in the Sharing Economy
Costello, J. P., & Reczek, R. W. (2020) · Journal of Marketing · doi:10.1177/0022242920925038 · Cited by 121 · see citing works
Sales and Sincerity: The Role of Relational Framing in Word-of-Mouth Marketing
Tuk, M. A. (., Verlegh, P. W. J., Smidts, A., & Wigboldus, D. H. J. (2008) · RePub (Erasmus University Rotterdam) · Cited by 121 · see citing works
Economic and social leader–member exchange relationships and follower performance
Kuvaas, B., Buch, R., Dysvik, A., & Hærem, T. (2012) · The Leadership Quarterly · doi:10.1016/j.leaqua.2011.12.013 · Cited by 120 · see citing works
War as a moral imperative (not just practical politics by other means)
Ginges, J., & Scott Atran, B. (2011) · Proceedings of the Royal Society B Biological Sciences · doi:10.1098/rspb.2010.2384 · Cited by 119 · see citing works
Living to Work and Working to Live: Income as a Driver of Organizational Behavior
Leana, C. R., & Meuris, J. (2015) · Academy of Management Annals · doi:10.5465/19416520.2015.1007654 · Cited by 118 · see citing works
Social science in a water observing system
Braden, J. B., Brown, D. G., Dozier, J., Gober, P. A., Hughes, S. M., Maidment, D. R., Schneider, S. L., Schultz, P. W., Shortle, J. S., Swallow, S. K., et al. (2009) · Water Resources Research · doi:10.1029/2009wr008216 · Cited by 116 · see citing works
Money Cues Increase Agency and Decrease Prosociality Among Children
Gąsiorowska, A., Chaplin, L. N., Zaleśkiewicz, T., Wygrab, S., & Vohs, K. D. (2016) · Psychological Science · doi:10.1177/0956797615620378 · Cited by 116 · see citing works
Fresh tracks in the forest: assessing incipient payments for environmental services initiatives in Bolivia
Robertson, N. D., & Wunder, S. (2005) · Center for International Forestry Research (CIFOR) eBooks · doi:10.17528/cifor/001811 · Cited by 115 · see citing works
Self-centered social exchange: Differential use of costs versus benefits in prosocial reciprocity.
Yan, Z., & Nicholas Epley, A. (2009) · Journal of Personality and Social Psychology · doi:10.1037/a0016233 · Cited by 115 · see citing works
On the use and potential of behavioural economics from the perspective of transport and climate change
Avineri, E. (2012) · Journal of Transport Geography · doi:10.1016/j.jtrangeo.2012.03.003 · Cited by 114 · see citing works
The impact of buyer–seller relationships and reference prices on the effectiveness of the pay what you want pricing mechanism
Kim, J., Kaufmann, K., & Stegemann, M. (2013) · Marketing Letters · doi:10.1007/s11002-013-9261-2 · Cited by 111 · see citing works
Prosocial consumer behavior
Small, D. A., & Cryder, C. E. (2016) · Current Opinion in Psychology · doi:10.1016/j.copsyc.2016.01.001 · Cited by 115 · see citing works
The Social Dimension of Service Interactions
Henkel, A. P., Boegershausen, J., Rafaeli, A., & Lemmink, J. G. A. M. (2017) · Journal of Service Research · doi:10.1177/1094670516685179 · Cited by 114 · see citing works
Making Small Numbers Count: Environmental and Financial Feedback in Promoting Eco-driving Behaviours
Doğan, E., Bolderdijk, J. W., & Steg, L. (2014) · Journal of Consumer Policy · doi:10.1007/s10603-014-9259-z · Cited by 114 · see citing works
Incentives, conditionality and collective action in payment for environmental services
Kerr, J. M., Vardhan, M., & Jindal, R. (2014) · International Journal of the Commons · doi:10.18352/ijc.438 · Cited by 113 · see citing works
Revisiting the form and function of conflict: Neurobiological, psychological, and cultural mechanisms for attack and defense within and between groups
Dreu, C. K. W. D., & Gross, J. (2018) · Behavioral and Brain Sciences · doi:10.1017/s0140525x18002170 · Cited by 113 · see citing works
Payments for Ecosystem Services in Nicaragua: Do Market‐based Approaches Work?
Hecken, G. V., & Bastiaensen, J. (2010) · Development and Change · doi:10.1111/j.1467-7660.2010.01644.x · Cited by 112 · see citing works
Nudges in the marketplace: The response of household electricity consumption to information and monetary incentives
Sudarshan, A. (2016) · Journal of Economic Behavior & Organization · doi:10.1016/j.jebo.2016.12.015 · Cited by 110 · see citing works
Factors affecting data quality of online questionnaires: Issues and metrics for sensory and consumer research
Jaeger, S. R., & Cardello, A. V. (2022) · Food Quality and Preference · doi:10.1016/j.foodqual.2022.104676 · Cited by 113 · see citing works
Benefits of Incentives for Breastfeeding and Smoking cessation in pregnancy (BIBS): a mixed-methods study to inform trial design
Morgan, H. M., Hoddinott, P., Thomson, G., Crossland, N., Farrar, S., Yi, D., Hislop, J., Morán, V. H., MacLennan, G., Dombrowski, S. U., et al. (2015) · Health Technology Assessment · doi:10.3310/hta19300 · Cited by 108 · see citing works
Communal and exchange relationship perceptions as separate constructs and their role in motivations to donate
Johnson, J. W., & Grimm, P. E. (2010) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2010.06.018 · Cited by 105 · see citing works
Fatal (Fiscal) Attraction: Spendthrifts and Tightwads in Marriage
Rick, S. I., Small, D. A., & Finkel, E. J. (2011) · Journal of Marketing Research · doi:10.1509/jmkr.48.2.228 · Cited by 103 · see citing works
Does A Robot’s Touch Encourage Human Effort?
Shiomi, M., Nakagawa, K., Shinozawa, K., Matsumura, R., Ishiguro, H., & Hagita, N. (2016) · International Journal of Social Robotics · doi:10.1007/s12369-016-0339-x · Cited by 102 · see citing works
Does Money Talk? The Impact of Monetary Incentives on User-Generated Content Contributions
Liu, Y., & Feng, J. (2021) · Information Systems Research · doi:10.1287/isre.2020.0971 · Cited by 103 · see citing works
Experimental evidence on payments for forest commons conservation
Andersson, K. P., Cook, N. J., Grillos, T., López, M. C., Salk, C. F., Wright, G. D., & Mwangi, E. (2018) · Nature Sustainability · doi:10.1038/s41893-018-0034-z · Cited by 102 · see citing works
Does incentive provision increase the quality of peer review? An experimental study
Squazzoni, F., Bravo, G., & Takács, K. (2012) · Research Policy · doi:10.1016/j.respol.2012.04.014 · Cited by 102 · see citing works
Pay Contingency and the Effects of Perceived Organizational and Supervisor Support on Performance and Commitment
Pazy, A., & Ganzach, Y. (2008) · Journal of Management · doi:10.1177/0149206307312505 · Cited by 102 · see citing works
Toward a Geographic Understanding of the Sharing Economy
Thebault-Spieker, J., Terveen, L., & Hecht, B. J. (2017) · ACM Transactions on Computer-Human Interaction · doi:10.1145/3058499 · Cited by 101 · see citing works
A Framework for the Consumer Psychology of Morality in the Marketplace
Campbell, M. C., & Winterich, K. P. (2018) · Journal of Consumer Psychology · doi:10.1002/jcpy.1038 · Cited by 105 · see citing works
Prosocial Bonuses Increase Employee Satisfaction and Team Performance
Anik, L., Aknin, L. B., Norton, M. I., Dunn, E. W., & Quoidbach, J. (2013) · PLoS ONE · doi:10.1371/journal.pone.0075509 · Cited by 100 · see citing works
A study of goal frames shaping pro-environmental behaviour in university students
Chakraborty, A., Singh, M. P., & Roy, M. (2017) · International Journal of Sustainability in Higher Education · doi:10.1108/ijshe-10-2016-0185 · Cited by 98 · see citing works

Authors: Heyman, J., & Ariely, D.
Affiliations: University of California, Berkeley (US)
Massachusetts Institute of Technology (US)
Corresponding author: Ariely, Dan
ORCID: Ariely, Dan
Venue: Psychological Science
Publisher: SAGE Publications
Published: 2004-11
Volume: 15
Issue: 11
Pages: 787-793
ISSN: 0956-7976 (ISSN-L)
1467-9280
DOI: 10.1111/j.0956-7976.2004.00757.x
OpenAlex: W2141729865
Semantic Scholar: 5790f99f78e1b9d93ac121fa70c32e936e45db7e
Cited by: 827
References: 30
Citations by year: 2026: 11 · 2025: 35 · 2024: 25 · 2023: 29 · 2022: 48 · 2021: 63 · 2020: 39 · 2019: 36 · 2018: 59 · 2017: 60 · 2016: 67 · 2015: 60 · 2014: 54 · 2013: 60 · 2012: 43
FWCI: 16.22
Type: journal article
Language: en
Update notices: expression_of_concern (2021-07-23)
Open access: closed
Licence: journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
Locations: Psychological Science (publishedVersion)
PubMed (publishedVersion)
UST Research Online (University of St. Thomas - Minnesota) (submittedVersion)
Topics: Social Sciences › Safety Research › Experimental Behavioral Economics Studies
Social Sciences › Sociology and Political Science › Social Power and Status Dynamics
Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
Keywords: effort, payments, money market, social market, relational theory, compensation, mixed markets
MeSH terms: Attitude, Employment, Humans, Motivation, Psychological Theory, Social Behavior, Socioeconomic Factors

About these checks

Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

Are you an author, or do you see a problem with this page? Request a review

Effort for Payment: A Tale of Two Markets

Abstract

Integrity signals

Claims the paper makes

Claims other papers make about this one

Cites

Cited by

Related

Record

About these checks