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

The DOI matches its Crossref record; 30 of the 30 references it cites were found in a registry or an index.

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

30 of 30 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?

A Theory of Cognitive Dissonance
Festinger, L. (1957) · doi:10.1515/9781503620766 · Cited by 24,241
A Theory of Cognitive Dissonance
Morvan, C., & O’Connor, A. (2017) · Macat Library eBooks · doi:10.4324/9781912282432 · Cited by 18,284
American economic review
Filders, R. (1992) · International Journal of Forecasting · doi:10.1016/0169-2070(92)90130-2 · Cited by 16,765
The Evolution of Reciprocal Altruism
Trivers, R. L. (1971) · The Quarterly Review of Biology · doi:10.1086/406755 · Cited by 11,010
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
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
Incorporating Fairness into Game Theory and Economics
Rabin, M. (2011) · Princeton University Press eBooks · doi:10.2307/j.ctvcm4j8j.15 · Cited by 4,614
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
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
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

Show all 30 references

Research works printed but not linked: 4

10.1037/0003-066X.51.11.1153 · DOI · Paper page
Gneezy U., 2000, Journal of Legal Studies, 1
Kreps D.M., 1997, American Economic Review, 87, 359
Twain M., 1876, The adventures of Tom Sawyer

Sorted by citations

Items 401–500 of 824

The Strategic Performance Management System in Selected Philippine National Government Agencies: Assessment and Policy Recommendations
Torneo, A. R., & Mojica, B. J. (2020) · Asian Politics & Policy · doi:10.1111/aspp.12540 · Cited by 13
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. (2009) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2008.12.007 · Cited by 13
Driver performance, rewards and motivation: A simulator study
Lansdown, T. C., & Saunders, S. J. (2011) · Transportation Research Part F Traffic Psychology and Behaviour · doi:10.1016/j.trf.2011.11.004 · Cited by 13
A Randomized Controlled Trial of Financial Incentives for Medicaid Beneficiaries with Diabetes
Fernandes, R., Chinn, C. C., Li, D., Frankland, T. B., Wang, C. M., Smith, M. D., & Ozaki, R. R. (2018) · The Permanente Journal · doi:10.7812/tpp/17-080 · Cited by 14
Investigating relative impact of reference prices on customers’ price evaluation in absence of posted prices: a case of Pay-What-You-Want (PWYW) pricing
Narwal, P., & Nayak, J. K. (2019) · Journal of Revenue and Pricing Management · doi:10.1057/s41272-019-00198-2 · Cited by 14
Testing Social Norms As an Incentive to Active Transportation Behavior
Riggs, W. W. (2016) · Journal of Transport & Health · doi:10.1016/j.jth.2016.05.074 · Cited by 13
Pay-What-You-Want – Praxisrelevanz und Konsumentenverhalten
Kim, J., Natter, M., & Spann, M. (2010) · Journal of Business Economics · doi:10.1007/s11573-009-0345-7 · Cited by 13
Cash for Cooperation? Payments for Ecosystem Services and Common Property Management in MexicoPreprint
Yáñez-Pagans, P., & Yanez-Pagans, P. (2013) · RePEc: Research Papers in Economics · doi:10.22004/ag.econ.151294 · Cited by 13
Innovation in times of crisis: a pragmatic and inclusive approach to cope with urgent global sustainability challenges
Aerni, P. (2025) · Frontiers in Environmental Economics · doi:10.3389/frevc.2025.1498138 · Cited by 12
The Myth of the Unscrupulous Energy User’s Dilemma: Evidence from Switzerland
Hille, S. L. (2016) · Journal of Consumer Policy · doi:10.1007/s10603-016-9323-y · Cited by 12
Innovations in Transport
van Duin, R., van Amstel, W. P., Quak, H. J., van Wee, B., Annema, J. A., & Köhler, J. (2022) · Edward Elgar Publishing eBooks · doi:10.4337/9781800373372 · Cited by 14
Pay What You Want! A Pilot Study on Neural Correlates of Voluntary Payments for Music
Waskow, S., Markett, S. A., Montag, C., Weber, B., Trautner, P., Kramarz, V., & Reuter, M. (2016) · Frontiers in Psychology · doi:10.3389/fpsyg.2016.01023 · Cited by 12
Self-Organizing Cooperative Dynamics in Government Extended Enterprises
John, L., John, G. B., Parker, M., Sauser, B. J., & Wade, J. P. (2017) · IEEE Systems Journal · doi:10.1109/jsyst.2016.2647598 · Cited by 11
The Dark Side of Employee Referral Bonus Programs: Potential Applicants’ Awareness of a Referral Bonus and Perceptions of Organisational Attractiveness
Stockman, S., Hoye, G. V., & Carpentier, M. (2017) · Applied Psychology · doi:10.1111/apps.12100 · Cited by 12
Exit, Punishment and Rewards in Commons Dilemmas: An Experimental Study
Bravo, G., & Squazzoni, F. (2013) · PLoS ONE · doi:10.1371/journal.pone.0069871 · Cited by 12
New and Unique Aspects of University Campus Transportation Data to Improve Planning Methods
Cherry, C., Riggs, W. W., Appleyard, B. S., Dhakal, N., Frost, A., & Jeffers, S. T. (2018) · Transportation Research Record Journal of the Transportation Research Board · doi:10.1177/0361198118781659 · Cited by 12
Efficient and adaptive incentive selection for crowdsourcing contests
Truong, N. V.-Q., Dinh, L. C., Stein, S., Tran-Thanh, L., & Jennings, N. R. (2022) · Applied Intelligence · doi:10.1007/s10489-022-03593-2 · Cited by 11
Privilege or equality? A natural experiment with content monetization in social media
Geng, R., & Chen, X. (2022) · Information & Management · doi:10.1016/j.im.2022.103715 · Cited by 11
Donations by Disaster-Afflicted Firms and Changes in Firm Value: Self-Protection and Reputation-Building Perspectives
Xiao, P., Hsieh, K., & Bao, W. (2024) · Production and Operations Management · doi:10.1177/10591478231224939 · Cited by 11
Cash or Non-Cash? Exploring Ideators’ Incentive Preferences in Crowdsourcing Contests
Riedl, C., Füller, J., Hutter, K., & Tellis, G. J. (2024) · Journal of Management Information Systems · doi:10.1080/07421222.2024.2340828 · Cited by 11
The effects of extrinsic incentives on respondent behaviour in contingent valuation studies
Ahlheim, M., Börger, T., & Frör, O. (2013) · Journal of Environmental Economics and Policy · doi:10.1080/21606544.2012.754612 · Cited by 11
The Effects of Pay-to-Quit Incentives on Crowdworker Task Quality
Harris, C. G. (2015) · ACM Conference on Computer Supported Cooperative Work (CSCW) · doi:10.1145/2675133.2675185 · Cited by 12
Energy Demand Management and Social Norms
Gołębiowska, B., Bartczak, A. M., & Czajkowski, M. (2020) · Energies · doi:10.3390/en13153779 · Cited by 14
Sticky Goals: Understanding Goal Commitments for Behavioral Changes in the Wild
Lee, H., Kim, A., Hong, H., & Lee, U. (2021) · CHI Conference on Human Factors in Computing Systems · doi:10.1145/3411764.3445295 · Cited by 11
Symbolic Awards in Buyer–Supplier Relations
Beer, R., Ahn, H., & Leider, S. (2021) · Manufacturing & Service Operations Management · doi:10.1287/msom.2021.0974 · Cited by 11
From participation to commitment in silvopastoral programmes: Insights from Chiapas, Mexico
Zabala, A., García‐Barrios, L., & Pascual, U. (2022) · Ecological Economics · doi:10.1016/j.ecolecon.2022.107544 · Cited by 11
Voluntary contribution to public goods in mutual-help forums: reciprocity or group attachment?
Bravo, G. (2010) · Socio-Economic Review · doi:10.1093/ser/mwq013 · Cited by 11
The labor supply of fixed-wage workers: Estimates from a real effort experiment
Carpenter, J. P. (2016) · European Economic Review · doi:10.1016/j.euroecorev.2016.05.007 · Cited by 11
Buying behaviors when similar products are available under pay-what-you-want and posted price conditions: Field-experimental evidence
Gerpott, T. J., & Schneider, C. (2016) · Journal of Behavioral and Experimental Economics · doi:10.1016/j.socec.2016.07.003 · Cited by 11
Getting What You Pay For: Children's Use of Market Norms to Regulate Exchanges
Echelbarger, M., Gelman, S. A., & Kalish, C. W. (2018) · Child Development · doi:10.1111/cdev.13088 · Cited by 11
What motivates the public? The power of social norms in driving public participation with organizations
Yang, F., & Ott, H. K. (2016) · Public Relations Review · doi:10.1016/j.pubrev.2016.09.004 · Cited by 11
Global Mindset Initiative Working Paper 2: Designing an Intervention to Motivate Growth Mindset-Supportive Teaching PracticesPreprint
Bryan, C. J., Hecht, C. A., Blazar, D., Kraft, M. A., & Solheim, O. J. (2021) · SSRN Electronic Journal · doi:10.2139/ssrn.3911995 · Cited by 12
Agency Theory
Heath, J. (2010) · doi:10.1002/9781118266298.ch7 · Cited by 11
Social norms and preferences for generosity are domain dependent
Erkut, H. (2021) · Games and Economic Behavior · doi:10.1016/j.geb.2021.10.005 · Cited by 10
Pettiness in social exchange.
Kim, T., Zhang, T., & Norton, M. I. (2018) · Journal of Experimental Psychology General · doi:10.1037/xge0000463 · Cited by 10
The limits of commodification arguments: Framing, motivation crowding, and shared valuations
Gold, N. (2019) · Politics Philosophy & Economics · doi:10.1177/1470594x19825494 · Cited by 12
Avoiding the crowding-out of prosocial motivation in microfinance
Pril, J. D., & Godfroid, C. (2019) · The Quarterly Review of Economics and Finance · doi:10.1016/j.qref.2019.09.016 · Cited by 10
Meaning and Gender Differences
Bezalel, J., Mugerman, Y., & Winter, E. (2021) · Journal of Behavioral and Experimental Economics · doi:10.1016/j.socec.2021.101757 · Cited by 11
Improving Blood Donor Retention and Donor Relationships with Past Donation Use Appeals
Shehu, E., Veseli, B., Clément, M., & Winterich, K. P. (2023) · Journal of Service Research · doi:10.1177/10946705231202244 · Cited by 10
Intermediaries in Trust: Indirect Reciprocity, Incentives, and Norms
Bravo, G., Squazzoni, F., & Takács, K. (2015) · Journal of Applied Mathematics · doi:10.1155/2015/234528 · Cited by 10
Using tri-reference point theory to evaluate risk attitude and the effects of financial incentives in a gamified crowdsourcing task
Harris, C. G., & Chen, W. (2014) · Journal of Business Economics · doi:10.1007/s11573-014-0718-4 · Cited by 15
What cognitive psychologists should find interesting about tax
Hill, C. A. (2010) · Psychonomic Bulletin & Review · doi:10.3758/pbr.17.2.180 · Cited by 10
Incentive-based and non-incentive-based interventions for increasing blood donation
Mortimer, D., Ghijben, P., Harris, A., & Hollingsworth, B. P. (2013) · Cochrane Database of Systematic Reviews · doi:10.1002/14651858.cd010295 · Cited by 10
Retracted
Payment Types and Participation in Payment for Ecosystem Services Programs: Stated Preferences of LandownersPreprint
Nordén, A. (2014) · RePEc: Research Papers in Economics · Cited by 10
The backfiring effects of monetary and gift incentives on Covid-19 vaccination intentions
Zhang, X., & Lane, T. (2023) · China Economic Review · doi:10.1016/j.chieco.2023.102009 · Cited by 10
Understanding the individual labor supply and wages on digital labor platforms: A microworker perspective
Jiang, L., Deng, X. N., & Wagner, C. (2024) · International Journal of Information Management · doi:10.1016/j.ijinfomgt.2024.102823 · Cited by 9
Testing a fine is a price in the lab
Kornhauser, L. A., Lu, Y., & Tontrup, S. W. (2020) · International Review of Law and Economics · doi:10.1016/j.irle.2020.105931 · Cited by 9
On founders and dictators: Does it pay to pay for signals in crowdfunding?
Pabst, S., & Mohnen, A. (2021) · Journal of Business Venturing Insights · doi:10.1016/j.jbvi.2021.e00247 · Cited by 9
To Ask or Not to Ask: Enhancing Donations to Nonprofits by Soliciting Opinions Upfront, Rather than Donations
Pittarello, A., & Kogut, T. (2021) · Journal of Business and Psychology · doi:10.1007/s10869-021-09771-2 · Cited by 9
Are non-contingent incentives more effective in motivating new behavior? Evidence from the field
Córdova, A., Imas, A., & Schwartz, D. (2021) · Games and Economic Behavior · doi:10.1016/j.geb.2021.10.001 · Cited by 9
The effect of economic incentives and cooperation messages on user participation in crowdsourced public transport technologies
Arriagada, J., Mena, C., Munizaga, M. A., & Schwartz, D. (2022) · Transportation · doi:10.1007/s11116-022-10288-7 · Cited by 9
Digital presence in service recovery: The interactive effect of customer salutations and employee photographs in email signatures
Walsh, G., Shiu, E. M. K., Schaarschmidt, M., & Hassan, L. M. (2022) · Psychology and Marketing · doi:10.1002/mar.21724 · Cited by 15
Is Politeness Better than Impoliteness? Comparisons of Robot's Encouragement Effects Toward Performance, Moods, and Propagation
Higashino, K., Kimoto, M., Iio, T., Shimohara, K., & Shiomi, M. (2023) · International Journal of Social Robotics · doi:10.1007/s12369-023-00971-9 · Cited by 12
The Interactive Effect of Incentive Salience and Prosocial Motivation on Prosocial Behavior
Yoon, Y. R., & Woolley, K. (2024) · Psychological Science · doi:10.1177/09567976241234560 · Cited by 9
The socio-monetary incentives of online social network malware campaigns
Huang, T.-K., Ribeiro, B., Madhyastha, H. V., & Faloutsos, M. (2014) · Conference on Online Social Networks · doi:10.1145/2660460.2660478 · Cited by 9
WALKING PARALLEL PATHS OR TAKING THE SAME ROAD? THE EFFECT OF COLLABORATIVE INCENTIVES IN INNOVATION CONTESTS
Boss, V., Kleer, R., & Vossen, A. (2016) · International Journal of Innovation Management · doi:10.1142/s1363919617500244 · Cited by 9
Replicating and Extending Our Understanding of How Managers Can Adjust the “Warm Glow Thermostat”
Giebelhausen, M. D., & Chun, H. H. (2017) · Cornell Hospitality Quarterly · doi:10.1177/1938965516686117 · Cited by 9
Reward circuitry activation reflects social preferences in the face of cognitive effort
Sullivan‐Toole, H., Dobryakova, E., DePasque, S., & Tricomi, E. M. (2018) · Neuropsychologia · doi:10.1016/j.neuropsychologia.2018.06.011 · Cited by 10
There Ain't No Such Thing as a Free Lunch: Consumers' Reactions to Pseudo Free Offers
Dallas, S. K., & Morwitz, V. G. (2018) · Journal of Marketing Research · doi:10.1509/jmr.16.0259 · Cited by 25
Monetary payoffs modulate reciprocity expectations in outcome evaluations: An event‐related potential study
Jin, L., Xu, N., & Zhong, Y. (2020) · European Journal of Neuroscience · doi:10.1111/ejn.15100 · Cited by 9
Can short-term incentives induce long-lasting cooperation? Results from a public-goods experiment
Bruttel, L. V., & Friehe, T. (2014) · Journal of Behavioral and Experimental Economics · doi:10.1016/j.socec.2014.09.001 · Cited by 9
Crop Specialization, Exchange and Robustness in a Semi-arid Environment
Freeman, J., Anderies, J. M., Torvinen, A., & Nelson, B. A. (2014) · Human Ecology · doi:10.1007/s10745-013-9638-0 · Cited by 9
Comparing the effectiveness of individualistic, altruistic, and competitive incentives in motivating completion of mental exercises
Schofield, H. K., Loewenstein, G. F., Kopsic, J., & Volpp, K. G. M. (2015) · Journal of Health Economics · doi:10.1016/j.jhealeco.2015.09.007 · Cited by 8
Of Money and Morals - The Contingent Effect of Monetary Incentives in Peer-to-Peer Volunteer Computing
Edinger, J., Edinger‐Schons, L. M., Schäfer, D., Stelmaszczyk, A., & Becker, C. (2019) · Hawaii International Conference on System Sciences (HICSS) · doi:10.24251/hicss.2019.115 · Cited by 9
Better to Have Led and Lost than Never to Have Led at All? Lost Leadership and Effort Provision in Dynamic Tournaments
Gutierrez, C., Obłój, T., & Frank, D. H. (2020) · Strategic Management Journal · doi:10.1002/smj.3247 · Cited by 10
Pay-as-you-Drive Vehicle Insurance as a Tool to Reduce Crash Risk
Bolderdijk, J. W., & Steg, L. (2011) · Discussion papers · doi:10.1787/5kg29s5cp90w-en · Cited by 9
I Do Not Buy Your Story! Understanding the Limits of Storytelling in Corporate Social Responsibility Communication
Krenz, L., Edinger‐Schons, L. M., Scheidler, S., Sen, S., & Wieseke, J. (2025) · Psychology and Marketing · doi:10.1002/mar.22245 · Cited by 8
Reinforcing REDD+ with reduced emissions agricultural policy
Rudel, T. K. (2009) · Cited by 8
Hotels re-explored: Experience and influence of reciprocity and social normative appeals
Ekelund, M., & Bergquist, M. (2023) · PLoS ONE · doi:10.1371/journal.pone.0289602 · Cited by 9
Having Workplace Friends Is Not Always Fun
Hommelhoff, S. (2019) · Zeitschrift für Arbeits- und Organisationspsychologie A&O · doi:10.1026/0932-4089/a000300 · Cited by 8
Towards a new price discrimination strategy
Narwal, P., & Nayak, J. K. (2019) · Asia Pacific Journal of Marketing and Logistics · doi:10.1108/apjml-01-2019-0037 · Cited by 11
Incentives and payments in pragmatic clinical trials: Scientific, ethical, and policy considerations
Garland, A., Weinfurt, K. P., & Sugarman, J. (2021) · Clinical Trials · doi:10.1177/17407745211048178 · Cited by 8
Promoting Green Behavioral Intentions of the Tourists for the Growth of Sustainable Tourism Development in the Sundarbans of Bangladesh
Karmoker, K., & Ahmed, F. (2021) · International Journal of Business and Management · doi:10.5539/ijbm.v17n1p52 · Cited by 8
Talk more about yourself: a data-driven extended theory of reasoned action for online health communities
Wang, X., Zuo, Z., Tong, X., & Zhu, Y. (2022) · Information Technology and Management · doi:10.1007/s10799-022-00376-6 · Cited by 9
Sharing private information online
Zeng, S.-Y., Wu, L., & Chen, H. (2009) · International Conference on Electronic Commerce · doi:10.1145/1593254.1593290 · Cited by 8
Sustainability of Employee Productivity as a Presumption of Sustainable Business
Škare, M., Kostelić, K., & Jozičić, K. J. (2013) · Economic Research-Ekonomska Istraživanja · doi:10.1080/1331677x.2013.11517654 · Cited by 8
The tainted altruism effect: a successful pre-registered replication
Alcala, V., Johnson, K., Steele, C., Wu, J., Zhang, D., & Pashler, H. (2022) · Royal Society Open Science · doi:10.1098/rsos.211152 · Cited by 8
Fostering Voluntary Contributions to a Public Good A Large-Scale Natural Field Experiment at WikipediaPreprint
Gallus, J. (2016) · SSRN Electronic Journal · doi:10.2139/ssrn.2579118 · Cited by 10
An intentional profit-generating strategy can be detrimental to a sustainable organisation
Chakravarti, J., & Bassó, F. (2020) · Journal of Cleaner Production · doi:10.1016/j.jclepro.2020.125057 · Cited by 7
Laypersons' views of material incentives for enhancing colorectal cancer screening
Hagoel, L., Rennert, G., & Feder‐Bubis, P. (2013) · Health Expectations · doi:10.1111/hex.12094 · Cited by 7
Puritan peers or egoistic entrepreneurs? Moral decay in lateral exchange markets
Perren, R., Stewart, K., & Satornino, C. B. (2019) · Journal of Consumer Marketing · doi:10.1108/jcm-03-2018-2625 · Cited by 8
Is social nudging too emotionally taxing? A field experiment of public utilities and electricity consumers in Denmark
Jensen, C. L., Andersen, L. M., Hansen, L. G., & Henningsen, G. (2020) · Energy Research & Social Science · doi:10.1016/j.erss.2020.101515 · Cited by 7
Influence of Cost and Self-Control on Individual Donation Behavior: The Promoting Effect of Self-Affirmation
Huang, Z., Wang, Z., & Qu, W. (2021) · Psychology Research and Behavior Management · doi:10.2147/prbm.s325651 · Cited by 7
Eliciting health care priorities in developing countries: experimental evidence from Guatemala
Costa‐Font, J., Forns, J. R., & Sato, A. (2015) · Health Policy and Planning · doi:10.1093/heapol/czv022 · Cited by 7
On the short horizon of spontaneous iterative reasoning in logical puzzles and games
Mazzocco, K., Cherubini, A. M., & Cherubini, P. (2012) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2012.11.002 · Cited by 7
A study of incentives in charitable fundraising
Haruvy, E. E., & Leszczyc, P. T. L. P. (2021) · European Journal of Marketing · doi:10.1108/ejm-05-2020-0371 · Cited by 7
Misaligned mindsets between borrowers and lenders of small interpersonal loans
Morvinski, C., & Shani, Y. (2022) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2022.104117 · Cited by 7
Reich und zufrieden? Theorie und Empirie zur Beziehung von Wohlstand und Lebenszufriedenheit
Keuschnigg, M., & Wolbring, T. (2012) · Berliner Journal für Soziologie · doi:10.1007/s11609-012-0183-2 · Cited by 8
Can money heal all wounds? Social exchange norm modulates the preference for monetary versus social compensation
Cao, Y., Yu, H., Wu, Y., & Zhou, X. (2015) · Frontiers in Psychology · doi:10.3389/fpsyg.2015.01411 · Cited by 7
Prices need no preferences: Social trends determine decisions in experimental markets for pain relief.
Vlaev, I., Seymour, B., Nick Chater, A., Winston, J. S., Yoshida, W., Wright, N. D., Symmonds, M., & Dolan, R. J. (2012) · Health Psychology · doi:10.1037/a0030372 · Cited by 7
All for the Money? The Ambiguity of Monetary Rewards in Firm-Initiated Ideation with UsersPreprint
Ihl, C., Vossen, A., & Piller, F. T. (2012) · SSRN Electronic Journal · doi:10.2139/ssrn.2164763 · Cited by 7
Not-so-speedy delivery: Should retailers use discounts or donations to incentivize consumers to choose delayed delivery?
Kelting, K., Robinson, S. R., & Wood, S. L. (2024) · Journal of Retailing · doi:10.1016/j.jretai.2024.09.002 · Cited by 6
All pain and no gain: When goal setting leads to more effort but no gains in test scores
Islam, A., Kwon, S., Masood, E., Prakash, N., Sabarwal, S., & Saraswat, D. (2024) · Economics of Education Review · doi:10.1016/j.econedurev.2024.102594 · Cited by 8
Self-Reported Voluntary Blame-Taking: Kinship Before Friendship and No Effect of Incentives
Schneider, T., Sauerland, M., Merckelbach, H. L. G. J., Puschke, J., & Cohrs, J. C. (2021) · Frontiers in Psychology · doi:10.3389/fpsyg.2021.621960 · Cited by 6
The Effects of Financial and Non-Financial Incentives on the Demand for a Sustainable DRT System
Minnich, A., Rau, H. A., & Schlüter, J. (2020) · Transportation · doi:10.1007/s11116-021-10224-1 · Cited by 8
How Do Monetary Incentives Affect Online Product Reviews and Sales
Pavlou, P. A., & Wang, S. A. (2015) · Journal of the Association for Information Systems · Cited by 6
Prepayment effect: Prepayment with clawback increases task participation
Yun, J. (2018) · Journal of Business Research · doi:10.1016/j.jbusres.2018.07.048 · Cited by 6
Putting the Long-Term into Behavior Change
de Weerd, H., & Degens, N. (2019) · Lecture notes in computer science · doi:10.1007/978-3-030-11548-7_7 · Cited by 7
A Triadic Model of Social Motivations in Pay-What-You-Want Decisions
Lee, S., Baumgartner, H., & Pieters, R. G. M. (2020) · Journal of the Association for Consumer Research · doi:10.1086/710243 · Cited by 6
PAYING FOR LEGITIMACY? THE SIGNALLING EFFECT OF MONETARY REWARDS IN INNOVATION CONTESTS
Ihl, C., & Vossen, A. (2020) · International Journal of Innovation Management · doi:10.1142/s1363919621500444 · Cited by 6

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 › Economics, Econometrics and Finance › Economics and Econometrics › 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

Overview

Integrity signals

Verification

Claims the paper makes

Claims other papers make about this one

Citations

Cites

Cited by

Related

Metadata

Record

About these checks