Cited by 2,175Experimental Behavioral Economics StudiesDecision-Making and Behavioral EconomicsAccounting and Organizational Management

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Pay Enough or Don't Pay at All*

Gneezy, Uri, Rustichini, Aldo·2000·Quarterly Journal of Economics

DOI 10.1162/003355300554917

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Abstract

Economists usually assume that monetary incentives improve performance, and psychologists claim that the opposite may happen. We present and discuss a set of experiments designed to test these contrasting claims. We found that the effect of monetary compensation on performance was not monotonic. In the treatments in which money was offered, a larger amount yielded a higher performance. However, offering money did not always produce an improvement: subjects who were offered monetary incentives performed more poorly than those who were offered no compensation. Several possible interpretations of the results are discussed.

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Authors: Gneezy, U., & Rustichini, A.
Affiliations: Boston University (US)
ORCID: Rustichini, Aldo
Venue: Quarterly Journal of Economics
Publisher: Oxford University Press (OUP)
Published: 2000-08
Volume: 115
Issue: 3
Pages: 791-810
ISSN: 0033-5533 (ISSN-L)
1531-4650
DOI: 10.1162/003355300554917
OpenAlex: W2168112513
Cited by: 2,175
References: 44
Citations by year: 2026: 61 · 2025: 67 · 2024: 70 · 2023: 127 · 2022: 78 · 2021: 126 · 2020: 93 · 2019: 111 · 2018: 93 · 2017: 119 · 2016: 138 · 2015: 140 · 2014: 132 · 2013: 129 · 2012: 109
FWCI: 57.67
Type: journal article
Language: en
Open access: closed
Locations: The Quarterly Journal of Economics (publishedVersion)
Research portal (Tilburg University) (submittedVersion)
RePEc: Research Papers in Economics (submittedVersion)
HighWire Press Open Archive (submittedVersion)
Topics: Social Sciences › Economics, Econometrics and Finance › Economics and Econometrics › Experimental Behavioral Economics Studies
Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
Social Sciences › Business, Management and Accounting › Accounting › Accounting and Organizational Management
Keywords: financial incentives, financial compensation, performance, incentive effects, non-monetary incentives, non-monotonic effects

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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 ›

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