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 501–600 of 824

Monetary and Non-monetary Gift Exchange
Mahmood, S., & Zaman, A. (2010) · The Pakistan Development Review · doi:10.30541/v49i4iipp.719-740 · Cited by 6
Rapid prototyping a school-based health program in the developing world
Levine, D. I., Riggs, W. W., & Steffen, K. A. (2017) · Development Engineering · doi:10.1016/j.deveng.2017.04.001 · Cited by 6
USING BEHAVIOURAL INSIGHTS TO REDUCE LITTERING IN THE UK
Kolodko, J., Read, D., & Taj, U. (2016) · Cited by 6
Fairly efficient or efficiently fair: success factors and constraints of payment and reward schemes for environmental services in Asia
Beria, L. (2011) · doi:10.18174/178532 · Cited by 6
How zero price affects demand?: experimental evidence from the Moroccan telecommunication market
Driouchi, A., Chetioui, Y., & Baddou, M. (2011) · Munich Personal RePEc Archive (Ludwig Maximilian University of Munich) · Cited by 6
Implications for Theory and Practice
Benbya, H. (2015) · SpringerBriefs in digital spaces · doi:10.1007/978-3-319-14517-4_5 · Cited by 6
Just Keep It: When and Why Returnless Product Returns Foster Brand Support
Costello, J. P., & Bechler, C. J. (2025) · Journal of Marketing Research · doi:10.1177/00222437251337723 · Cited by 5
Impact of Tangible or Intangible incentives on job satisfaction among workers
Ali, S. A., Afridi, M., Shafi, M., Munawar, H., & Alvi, M. (2016) · International Journal of Management Excellence · doi:10.17722/ijme.v7i3.272 · Cited by 5
Crowding-Out Effects of Laws, Policies and Incentives on Compliant Behaviour
Folmer, C. R. (2021) · Cambridge University Press eBooks · doi:10.1017/9781108759458.023 · Cited by 6
Egotistic or altruistic? An experimental investigation of referral rewards in social e-commerce from the perspective of relationship norms
Su, J., Ke, D., Luo, X. R., & Bai, X. (2024) · Electronic Commerce Research · doi:10.1007/s10660-024-09819-4 · Cited by 5
Don't ask me
Hsieh, G. (2009) · XRDS Crossroads The ACM Magazine for Students · doi:10.1145/1665997.1666004 · Cited by 5
Transformable Goods and the Limits of What Money Can Buy
Dick, D. G. (2016) · Moral Philosophy and Politics · doi:10.1515/mopp-2015-0016 · Cited by 5
Compliance Externalities and the Role‐Model Effect on Law Abidance: Field and Survey Experimental Evidence
Fabbri, M., & Hoeppner, S. (2018) · Journal of Empirical Legal Studies · doi:10.1111/jels.12185 · Cited by 5
Motivation, Incentives and Performance: An Interdisciplinary Review
Bruno, B., Faggini, M., & Parziale, A. (2017) · International Journal of Business and Management · doi:10.5539/ijbm.v12n12p29 · Cited by 8
An Experimental Investigation of the Individual and Joint Effects of Financial and Non-financial Incentives on Knowledge Sharing
Kettles, D., Louis, R. D. S., & Steinbart, P. J. (2017) · Communications of the Association for Information Systems · doi:10.17705/1cais.04127 · Cited by 5
Not all gifts are good: The potential practical costs of motivated gifts
Aknin, L. B., Wiwad, D., & Girme, Y. U. (2018) · Journal of Applied Social Psychology · doi:10.1111/jasp.12566 · Cited by 5
Wage Policies, Incentive Schemes, and Motivation
Charness, G. B., Cooper, M., & Reddinger, J. L. (2020) · Springer eBooks · doi:10.1007/978-3-319-57365-6_125-1 · Cited by 5
Pro-environmental behavior under bundled environmental and poverty reduction goals: Empirical evidence from Ethiopia
Kahsay, G. A., Kassie, W. A., Beyene, A. D., & Hansen, L. G. (2021) · Land Use Policy · doi:10.1016/j.landusepol.2021.105798 · Cited by 5
The Relationship between Monetary Incentives, Social Status, and Physical Activity
Gonzalez, N. I. V., Kee, J., Palma, M. A., & Pruitt, J. R. (2022) · Journal of Behavioral and Experimental Economics · doi:10.1016/j.socec.2023.102155 · Cited by 5
Humans tend to share food more generously than money and other objects: Preliminary evidence
Sorokowska, A., Marczak, M., Misiak, M., Oleszkiewicz, A., Niemczyk, A., Wróbel, M., & Sorokowski, P. (2021) · European Journal of Social Psychology · doi:10.1002/ejsp.2747 · Cited by 5
Age differences in the reaction to incentives – A test of the successful ageing extension of Social Production Functions Theory
Sproten, A. N., & Schwieren, C. (2015) · The Journal of the Economics of Ageing · doi:10.1016/j.jeoa.2015.02.002 · Cited by 5
Metaperception, Reciprocity, Generosity, and Anxiety: Consumer Ambivalence and Gift Card Use
Austin, C. G., & Huang, L. (2011) · Journal of Marketing Development and Competitiveness · Cited by 5
To test the effectiveness of Hygiene-Motivation factors on Irish Accountants and American Engineers in predicting Intrinsic-Extrinsic job satisfaction
Ghanbahadur, R. R. (2014) · TRAP@NCI (National College of Ireland) · Cited by 5
Economic incentives for biodiversity conservation: what is the evidence for motivation crowding?
Rode, J., Gómez‐Baggethun, E., & Krause, T. (2013) · Social Science Open Access Repository (GESIS – Leibniz Institute for the Social Sciences) · Cited by 5
The efficiency of the Costa Rican payment for environmental services program under discussion
Coq, J.-F. L., Froger, G., & Legrand, T. (2010) · Agritrop (Cirad) · Cited by 4
The effect of payment medium on effort
Incekara‐Hafalir, E., Kumar, R., & Silva‐Goncalves, J. (2022) · Economic Inquiry · doi:10.1111/ecin.13073 · Cited by 3
Understanding acceptability of non-cash incentives to encourage voluntary blood donation: a psychographic approach
Chell, K., Dyke, N. V., Masser, B., Kruse, S. P., & Davison, T. E. (2025) · Journal of Social Marketing · doi:10.1108/jsocm-02-2024-0038 · Cited by 4
Nudging Safer Road Behaviours
Avineri, E. (2014) · Cited by 4
DO PEOPLE ALWAYS RESPOND TO INCENTIVES? EXPERIENCE IN DATA GATHERING THROUGH FACE TO FACE INTERVIEWS
Tanasiuk, E., & Islam, S. (2012) · Cited by 4
The effects of individual internal versus external reference prices on consumer decisions for pay-what-you-want payments
Kukla-Gryz, A., & Zagórska, K. (2017) · Central European Economic Journal · doi:10.1515/ceej-2018-0001 · Cited by 4
Ex ante versus Ex post Governance: A Behavioral Perspective
Hoeppner, S., & Kirchner, C. (2014) · Review of Law & Economics · doi:10.1515/rle-2015-0003 · Cited by 5
Labor as a Linchpin in Ecosystem Services Conservation: Appropriating Value from Collective Institutions?
Joslin, A. (2021) · Capitalism Nature Socialism · doi:10.1080/10455752.2021.1927126 · Cited by 4
Assessment of Preschool’s Inclusive Participation in Social Responsibility Program Under Institutional Pressure: Evidence From China
Lv, Y., Ma, C., Wu, M., Li, X., & Hao, X. (2022) · Frontiers in Psychology · doi:10.3389/fpsyg.2022.810719 · Cited by 7
The Role of Behavioral Economics and Social Nudges in Sustainable Travel Behavior
Riggs, W. W. (2017) · Elsevier eBooks · doi:10.1016/b978-0-12-815167-9.00014-1 · Cited by 5
Expression of Concern: Effort for Payment: A Tale of Two Markets
Bauer, P. J., & Ariely, D. (2021) · Psychological Science · doi:10.1177/09567976211035782 · Cited by 4
Self-citation
Crowding Out Morality: How the Ideology of Self-Interest Can Be Self-Fulfilling
Schwartz, B. N. (2012) · Oxford University Press eBooks · doi:10.1093/acprof:oso/9780199737512.003.0005 · Cited by 4
Economics of Internet-Based Hospitality Exchange
Tagiew, R., Ignatov, D. I., & Delhibabu, R. (2015) · IEEE/WIC/ACM International Conference on Web Intelligence and Intelligent Agent Technology (WI-IAT) · doi:10.1109/wi-iat.2015.89 · Cited by 4
Risk Taking and Performance in Multistage Tournaments: Evidence from Weightlifting Competitions 1
Christos Genakos, B., & Pagliero, M. (2009) · London School of Economics and Political Science Research Online (London School of Economics and Political Science) · Cited by 4
Incentives Can Reduce Bias in Online ReviewsPreprint
Marinescu, I., Klein, N., Chamberlain, A., & Smart, M. (2018) · SSRN Electronic Journal · doi:10.2139/ssrn.3092828 · Cited by 4
Online Review Updating: Prevalence and Implications for Platforms and BusinessesPreprint
Pocchiari, M., Schoenmueller, V., & Dover, Y. (2023) · SSRN Electronic Journal · doi:10.2139/ssrn.4619949 · Cited by 4
Rewarding Money or Time? The Sunk Cost Effects of Customized Rewards in Loyalty Programs
Shou, Z., Xia, Q., Su, S., & Teng, H. (2025) · Journal of Marketing Research · doi:10.1177/00222437251353156 · Cited by 3
Beyond a market discourse: is framing a solution to avoid motivational crowding out in payments for ecosystem services?
Bernal-Escobar, A., Midler, E., & Engel, S. (2026) · Ecosystem Services · doi:10.1016/j.ecoser.2026.101852 · Cited by 3
A long-term negative effect of monetary incentives on the participatory surveillance of animal disease: a pilot study in Chiang Mai, Thailand
Kewprasopsak, T., Singhapreecha, C., Yano, T., & Doluschitz, R. (2022) · BMC Public Health · doi:10.1186/s12889-022-14837-8 · Cited by 3
Don’t pay the highly motivated too much
Dorner, Z., & Lancsar, E. (2023) · Journal of Behavioral and Experimental Economics · doi:10.1016/j.socec.2022.101972 · Cited by 3
Buy solar, get cashback: do consumer subsidies described as promotions influence electricity choices?
Kühne, S. J., & Reijnen, E. (2023) · Frontiers in Psychology · doi:10.3389/fpsyg.2023.1155556 · Cited by 3
Determinants of Peer Review Acceptance: Motivational Insights From German Academia
Lauer, S., & Wilkesmann, U. (2024) · Higher Education Quarterly · doi:10.1111/hequ.12575 · Cited by 4
Experimental research and multivariate statistical analyses in business information systems research - a meta-review
Perdana, A., Robb, A., & Rohde, F. H. (2014) · International Journal of Business Information Systems · doi:10.1504/ijbis.2014.063767 · Cited by 3
When Sharing Is Not Caring: Does (un)Certainty About Bill Payment Method Lead Diners to Consume More and Spend More Money?
Shani, Y. (2016) · Journal of Behavioral Decision Making · doi:10.1002/bdm.1963 · Cited by 4
Inequality and Its Discontents: The Real Causes and Consequences of the Crisis
Pressman, S. (2011) · Palgrave Macmillan US eBooks · doi:10.1057/9780230118355_5 · Cited by 3
Adaptive Incentive Selection for Crowdsourcing Contests
Truong, N. V.-Q., Stein, S., Tran-Thanh, L., & Jennings, N. R. (2018) · Adaptive Agents and Multi-Agents Systems · doi:10.65109/zrvy1385 · Cited by 3
Cognitive labor shapes the desire for social and monetary compensation
Schmitz, L., Bijleveld, E., & Veling, H. (2020) · Motivation and Emotion · doi:10.1007/s11031-020-09856-0 · Cited by 3
The Economic Psychology of Tax Compliance and Charitable Giving: A Comparative Analysis and Research Agenda
Castiglioni, C., & Lozza, E. (2021) · RICERCHE DI PSICOLOGIA · doi:10.3280/rip2021oa12237 · Cited by 3
Who Contributes to the Sunk Costs of Motor Vehicle Carbon Emissions and Human Capital?
Zhang, W., Chen, H., & Wang, S. (2022) · Journal of Global Information Management · doi:10.4018/jgim.300815 · Cited by 3
Do farmers need to be paid to grow milkweed for monarchs or will they volunteer if it is easy enough?
Thakur, T., & Hurley, T. M. (2022) · Applied Economic Perspectives and Policy · doi:10.1002/aepp.13290 · Cited by 3
Nudging for Social Change: Promises and Cautions for Social Workers to Apply Behavioural Economic Tools
Wang, J. S. (2022) · The British Journal of Social Work · doi:10.1093/bjsw/bcac153 · Cited by 3
Promoting exercise behavior with monetary and social incentives: An empirical study based on an online fitness program
Zhang, Z., Zhang, J., Zhang, J., & Zhang, J. (2022) · JUSTC · doi:10.52396/justc-2022-0062 · Cited by 3
Compensation structure impact on executive value judgment shift resulting in occurrence of fraud
Lux, D., Raval, V., & Wingender, J. R. (2022) · Journal of Financial Crime · doi:10.1108/jfc-07-2022-0162 · Cited by 3
From Theory of Knowledge Management to Practice - From Theory of Knowledge Management to Practice [Working Title]
Márquez, F. P. G., & Loja, R. V. S. (2023) · IntechOpen eBooks · doi:10.5772/intechopen.1000367 · Cited by 2
The social currency of sharing economy: How monetary and nonmonetary interactions impact social capital
Kuzminska, A. O., Gąsiorowska, A., Kasałka, O., Narkun, M., & Zaleśkiewicz, T. (2025) · Journal of Cleaner Production · doi:10.1016/j.jclepro.2025.145238 · Cited by 3
A Minimalist Model of New Faculty Mentoring: Why Asking for Less Gives More
Lobban-Viravong, H., & Schneider, M. (2018) · To improve the academy · doi:10.1002/tia2.20079 · Cited by 3
Work Recognition and Labor Productivity: Evidence from French Data
Grolleau, G., Mzoughi, N., & Peković, S. (2014) · Managerial and Decision Economics · doi:10.1002/mde.2690 · Cited by 3
Two-Sided Markets and Social Media
Lu, X., Goldsmith, R. E., & Pagani, M. (2013) · Advances in marketing, customer relationship management, and e-services book series · doi:10.4018/978-1-4666-4026-9.ch010 · Cited by 3
How Relationship Norms Affect Consumers’ Stance on Differential Customer Treatment
Hommelhoff, S., & von Wangenheim, F. (2015) · Schmalenbach Business Review · doi:10.1007/bf03396874 · Cited by 3
Individual Motivations and Waste-Related Behaviours
Gilli, M., Mancinelli, S., & Nicolli, F. (2018) · Springer eBooks · doi:10.1007/978-3-319-97810-9_2 · Cited by 2
“I can’t do it if you’re watching” monitoring and reciprocity in clientelism
Chang, H. I. (2017) · The Social Science Journal · doi:10.1016/j.soscij.2017.01.007 · Cited by 3
A meaning-centred, whole-school approach for responsible decision-making: The Logotherapeutic Framework
Hanna, S. A., & Minton, S. J. (2021) · Irish Educational Studies · doi:10.1080/03323315.2021.1899017 · Cited by 5
Allocating resources fairly among group members: The medium of exchange matters
DeVoe, S. E., & Iyengar, S. S. (2010) · doi:10.7916/d8m332gw · Cited by 3
Crowding-in, crowding-out and over-crowding: the interaction between price and quantity based instruments and intrinsic motivationPreprint
Perino, G., Panzone, L., & Swanson, T. M. (2025) · RePEc: Research Papers in Economics · doi:10.71609/iheid-gnvp-1q67 · Cited by 3
Fostering Voluntary Contributions to a Public Good: A Large-Scale Field Experiment at Wikipedia
Gallus, J. (2016) · Academy of Management Proceedings · doi:10.5465/ambpp.2016.65 · Cited by 3
Behavioral Analysis of Strategic Interactions
Leider, S. (2018) · doi:10.1002/9781119138341.ch7 · Cited by 3
“I’ll Have One of Each”: How Separating Rewards into (Meaningless) Categories Increases Motivation
Wiltermuth, S. S. (2012) · Academy of Management Proceedings · doi:10.5465/ambpp.2012.10972abstract · Cited by 3
The Impact of Price Anchoring on Consumers' Valuation of Digital GoodsPreprint
Bassellier, G., & Ramaprasad, J. (2018) · SSRN Electronic Journal · doi:10.2139/ssrn.3157629 · Cited by 3
Incentivizing Data Donations and the Adoption of COVID-19 Contact-Tracing Apps: A Randomized Controlled Online Experiment on the German Corona-Warn-AppPreprint
Fast, V., & Schnurr, D. (2021) · SSRN Electronic Journal · doi:10.2139/ssrn.3786245 · Cited by 3
Peer-to-Peer Recognition Leaderboards and Employee Helping BehaviorPreprint
Evans, J. H., Presslee, A., & Vandenberg, A. J. (2022) · SSRN Electronic Journal · doi:10.2139/ssrn.4126324 · Cited by 3
The Effects of Reward Type and Relative Performance Information on Budget Slack and Performance
Presslee, A. (2014) · UWSpace (University of Waterloo) · Cited by 3
Understanding the Effectiveness of Rewarding Recipients on Online Referral Behavior
Dimoka, A., Hou, J., Li, X., & Pavlou, P. A. (2025) · MIS Quarterly · doi:10.25300/misq/2024/17039 · Cited by 2
Moving forward in addressing women’s participation challenges: a case study of buffer zone community forestry governance in Nepal
Rai, A., & Morales, N. A. (2025) · Sustainable communities. · doi:10.1080/29931282.2025.2515055 · Cited by 2
Adding noise can reduce response biases in addition to improving perceptual performance
Rowe, E., & van Boxtel, J. J. A. (2025) · iScience · doi:10.1016/j.isci.2025.113227 · Cited by 2
Psychological Ownership and Territorial Behaviors in Rental Transactions: Why “Who” You Rent from Matters
Mishra, N., & Whitley, S. C. (2025) · Journal of Marketing · doi:10.1177/00222429251382533 · Cited by 2
Why do you immerse yourself in planting virtual trees? Using gamified elements to promote decarbonization
Hu, A., Li, M., & Yuan, R. (2025) · Industrial Management & Data Systems · doi:10.1108/imds-07-2025-1018 · Cited by 2
Financial Incentives in derUnternehmenspraxis
Kramer, S. (2011) · Controlling & Management · doi:10.1365/s12176-012-0343-4 · Cited by 2
Theft, Gift-Giving, and Reciprocity: A South African Experiment
Pecenka, C. J., & Kundhlande, G. (2014) · The Journal of Development Studies · doi:10.1080/00220388.2014.925540 · Cited by 2
Finding One’s Way on the Roads to Social Change
Kammer, A., Niessen, S., Schmid, L., & Schwendener, N. (2016) · Social Marketing Quarterly · doi:10.1177/1524500416641385 · Cited by 2
Decision making under uncertainty: scalability and applications
Weld, D. S., & Dai, P. (2011) · Cited by 2
Behavioural Economics: Using ‘Nudges’ for Promoting Pro-environmental Behaviours in the Workplace
EUGENE, M., & Powell, M. (2017) · Springer eBooks · doi:10.1007/978-3-319-56753-2_4 · Cited by 2
When does being paid an hourly wage make it difficult to be a happy volunteer?
DeVoe, S. E., & Pai, J. (2021) · Journal of Applied Social Psychology · doi:10.1111/jasp.12784 · Cited by 2
Paying a Price to Get a Value: Choose Wisely
Victor, V., & Dominic, E. (2021) · Studies in Rhythm Engineering · doi:10.1007/978-981-33-6374-8_10 · Cited by 2
From Deinstitutionalization to Deprescribing and Beyond
Miller, R. A., & Pavlo, A. J. (2022) · Cambridge University Press eBooks · doi:10.1017/9781108951760.011 · Cited by 2
Carbon Taxes Beyond Emissions’ Reduction: Co-benefits and Behavioural Failures in Emerging Markets
Marcos, A., Hartmann, P., Barrutia, J. M., & Apaolaza, V. (2022) · Approaches to global sustainability, markets, and governance · doi:10.1007/978-981-19-2408-8_11 · Cited by 2
Behavioral economics and social nudges in sustainable travel
Riggs, W. W. (2022) · Edward Elgar Publishing eBooks · doi:10.4337/9781800373372.00011 · Cited by 2
Friendship fallout and bailout backlash: The psychology of borrowing and lending
Angulo, A. N., Goldstein, N. J., & Norton, M. I. (2024) · Journal of Consumer Psychology · doi:10.1002/jcpy.1410 · Cited by 2
Synergy between monetary and non-monetary interventions: experimental evidence on crowdfunding techniques for R&D in new energy sources
Kawamura, T., Ida, T., & Ogawa, K. (2024) · Applied Economics · doi:10.1080/00036846.2024.2337776 · Cited by 2
How do advertised prices affect consumers' financial well‐being and happiness?
Dahlén, M., Colliander, J., Gajic, V., Kim, O., & Thorbjørnsen, H. (2024) · Psychology and Marketing · doi:10.1002/mar.22026 · Cited by 2
From a Penny to Self-Disgust: How Cashback Rewards for Favorable Comments and Relationship Norms Affect Consumers’ Post-Purchase Behavioral Intentions
Guo, Q. (2024) · Journal of theoretical and applied electronic commerce research · doi:10.3390/jtaer19020056 · Cited by 3
Role of relationship norms in motivating initial consumer adoption and continuous usage of mobile apps: A randomized field experiment
Liu, L., & Ping, Z. (2025) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2025.104488 · Cited by 2
A Holistic Approach to Innovation and Fostering Intrapreneurship
Smith, A. W., Rahman, N., Saleh, A., & Akhter, S. (2019) · International Journal of Knowledge-Based Organizations · doi:10.4018/ijkbo.2019040104 · Cited by 2
Examining Monotonicity and Saliency Using Level-k Reasoning in a Voting Game
Bassi, A., & Williams, K. (2014) · Games · doi:10.3390/g5010026 · Cited by 2
Experimental manipulations to reduce the negative effects of money
Yam, K. C. (2013) · Journal of Applied Social Psychology · doi:10.1111/jasp.12075 · Cited by 2
Working Poor in Bangladesh: An Attempt at Understanding its Nature and Causes
Rahman, M. A. (2011) · Cited by 2
Economic Incentives and Social Preferences: Substitutes or Complements? Part 2
Bowles, S., & Polanía-Reyes, S. (2013) · Voprosy Ekonomiki · doi:10.32609/0042-8736-2013-5-73-108 · Cited by 2

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