The unexpected power of negative awards

Celse, Jérémy; Frey, Bruno S.; Grolleau, Gilles; Mzoughi, Naoufel

doi:10.1111/kykl.12296

Cited by 1 publication

(1 citation statement)

References 35 publications

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“…Moreover, some non-financial incentives (e.g., in-kind incentives, (negative) awards, public recognition, status, or identity-related benefits) can be more effective than financial ones to encourage intrinsically or socially motivated efforts (e.g., Heyman & Ariely, 2004;Lequin et al 2019;Celse et al, 2022), especially when the financial reward is small. Recent evidence supports that non-financial incentives can drive sustainable e-commerce delivery (Rai et al, 2021).…”

Section: The Hidden Cost Of Incentivesmentioning

confidence: 99%

The Timing of (Green) Incentives: Exploiting Opportunity Windows

Grolleau,

Mzoughi,

Prost

2024

IRERE

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Incentives have been extensively studied in the management and policy literature, with most attention focusing on their type, magnitude, alignment, and effects. More recently, scholars paid attention to discounting issues and how these issues impact the effectiveness of incentives. Building on the nascent literature related to incentive timing, we argue that timing can offer an additional dimension to better characterize incentives and leverage their power by exploiting windows of opportunity. Using conceptual reasoning, we identify several mechanisms by which the timing of incentives can be used to increase their behavioral power. Specifically, well-timed (green) incentives can harness temporal landmarks, intermittence, immediacy and surprise effects, and intrinsic motivation reinforcement to reach environmental goals without significantly increasing the overall costs. We also indicate new avenues for further research such as designing a timing menu or considering time itself as an incentive.

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