Reward, affect, and young children's motivational orientation

Fabes, Richard A.; Eisenberg, Nancy; Fultz, Jim; Miller, Paul A.

doi:10.1007/bf00992171

Cited by 16 publications

(12 citation statements)

References 27 publications

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“…Morgan (1981) also reported 'a decline in intrinsic interest' in a task for groups of children who were promised a tangible extrinsic reward, compared with no-reward control groups. Similar results from studies on children were reported by Boggiano, Main, and Katz (1988), Danner and Lonkey (1981), Fabes (1987), Fabes et al (1988), Reiss and Sushinski (1975), Ross (1975, experiments 1 and 3), Ryan, Mims, and Koestner (1983) and Swann and Pitman (1977).…”

Section: Theoretical Backgroundsupporting

confidence: 89%

Unintended effects of incentivizing consumers to recommend a favorite brand

Anghelcev

2013

Journal of Marketing Communications

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Marketers often use incentives such as coupons, rewards or special membership discounts in order to motivate consumers to purchase or recommend a particular brand. This practice is based on the underlying assumption that an increase in incentives will lead to an increase in consumer response -an idea which has been at the core of traditional economic thinking for decades. Some psychologists have claimed, however, that under specific conditions an increase in incentives can reduce (rather than increase) one's willingness to perform the behavior which is being incentivized. If materialized, the possibility that extrinsic incentives may diminish consumer willingness to recommend a favorite brand could have important theoretical and practical consequences in the context of word-of-mouth or buzz marketing. This study tests that possibility in the context of an experiment about Apple computers, a favorite brand among US college students.Participants were asked to recommend the brand to a friend (1) in absence of any monetary reward and (2) for a small monetary incentive. Students who were promised a small monetary reward experienced a decrease in intrinsic motivation and wrote shorter recommendations than those who were not promised any incentives. Data also suggest that the quality of the recommendation may decrease when incentives are offered. The results are discussed in line of their possible theoretical and practical significance.

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Section: Theoretical Backgroundsupporting

confidence: 89%

Unintended effects of incentivizing consumers to recommend a favorite brand

Anghelcev

2013

Journal of Marketing Communications

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“…Crucially, children's intrinsic interest in drawing remained stable and did not differ between conditions in which subjects received an unexpected reward or no reward at all. This finding has been repeatedly replicated with preschool as well as elementary school children using different tasks and reward types (Boggiano & Ruble, ; Dollinger & Thelen, ; Fabes, Eisenberg, Fultz, & Miller, ; Greene & Lepper, ).…”

mentioning

confidence: 70%

Extrinsic Rewards Diminish Costly Sharing in 3‐Year‐Olds

2016

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Two studies investigated the influence of external rewards and social praise in young children's fairness-related behavior. The motivation of ninety-six 3-year-olds' to equalize unfair resource allocations was measured in three scenarios (collaboration, windfall, and dictator game) following three different treatments (material reward, verbal praise, and neutral response). In all scenarios, children's willingness to engage in costly sharing was negatively influenced when they had received a reward for equal sharing during treatment than when they had received praise or no reward. The negative effect of material rewards was not due to subjects responding in kind to their partner's termination of rewards. These results provide new evidence for the intrinsic motivation of prosociality-in this case, costly sharing behavior-in preschool children.

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“…However, similar counterproductive effects of controlling procedures on self-regulation have also been identified in studies looking at real-life tasks. For example, when a reward was offered for an uninteresting but prosocial behavior, children who were used to being rewarded by their mothers showed decreased free-choice prosocial behavior (Fabes, Eisenberg, Fultz, & Miller, 1988). Another limitation of our studies is the use of single-item scales.…”

Section: Discussionmentioning

confidence: 96%

Introducing Uninteresting Tasks to Children: A Comparison of the Effects of Rewards and Autonomy Support

Joussemet

Koestner

Lekes

et al. 2003

Journal of Personality

101

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Two experiments compared rewards and autonomy support as methods to promote children's self-regulation for an uninteresting vigilance task. Dependent measures were ratings of positive affect, perception of the task's value, and free-choice engagement. ANOVA results revealed some positive effects associated with autonomy support, whereas no effect for rewards was found in either study. The outcomes of most interest were correlations between free-choice behavior and self-reported measures of affect and value, reflecting the level of integration in self-regulation. As predicted by self-determination theory (Deci & Ryan, 1985, 1991, 2000), rewards were associated with behaviors incongruent from affect and value, whereas autonomy support led to integrated self-regulation. This finding was first detected in Study 1 and later replicated in Study 2. Together, these results point to autonomy support as a beneficial alternative to the common use of rewards.

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Reward, affect, and young children's motivational orientation

Cited by 16 publications

References 27 publications

Unintended effects of incentivizing consumers to recommend a favorite brand

Unintended effects of incentivizing consumers to recommend a favorite brand

Extrinsic Rewards Diminish Costly Sharing in 3‐Year‐Olds

Introducing Uninteresting Tasks to Children: A Comparison of the Effects of Rewards and Autonomy Support

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