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When and why tangible rewards can motivate greater effort than cash rewards: An analysis of four attribute differences

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  • Choi, Jongwoon (Willie)
  • Presslee, Adam

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  • Choi, Jongwoon (Willie) & Presslee, Adam, 2023. "When and why tangible rewards can motivate greater effort than cash rewards: An analysis of four attribute differences," Accounting, Organizations and Society, Elsevier, vol. 104(C).
    • Handle: RePEc:eee:aosoci:v:104:y:2023:i:c:s0361368222000563
    DOI: 10.1016/j.aos.2022.101389
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    References listed on IDEAS

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    1. Richard H. Thaler, 2008. "Mental Accounting and Consumer Choice," Marketing Science, INFORMS, vol. 27(1), pages 15-25, 01-02.
    2. Kelly, Khim & Presslee, Adam, 2017. "Tournament group identity and performance: The moderating effect of winner proportion," Accounting, Organizations and Society, Elsevier, vol. 56(C), pages 21-34.
    3. Henderson, Pamela W. & Peterson, Robert A., 1992. "Mental accounting and categorization," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(1), pages 92-117, February.
    4. David Gill & Victoria Prowse, 2012. "A Structural Analysis of Disappointment Aversion in a Real Effort Competition," American Economic Review, American Economic Association, vol. 102(1), pages 469-503, February.
    5. Richard H. Thaler & Eric J. Johnson, 1990. "Gambling with the House Money and Trying to Break Even: The Effects of Prior Outcomes on Risky Choice," Management Science, INFORMS, vol. 36(6), pages 643-660, June.
    6. Milkman, Katherine L. & Beshears, John, 2009. "Mental accounting and small windfalls: Evidence from an online grocer," Journal of Economic Behavior & Organization, Elsevier, vol. 71(2), pages 384-394, August.
    7. Bonner, Sarah E. & Sprinkle, Geoffrey B., 2002. "The effects of monetary incentives on effort and task performance: theories, evidence, and a framework for research," Accounting, Organizations and Society, Elsevier, vol. 27(4-5), pages 303-345.
    8. Arkes, Hal R. & Joyner, Cynthia A. & Pezzo, Mark V. & Nash, Jane Gradwohl & Siegel-Jacobs, Karen & Stone, Eric, 1994. "The Psychology of Windfall Gains," Organizational Behavior and Human Decision Processes, Elsevier, vol. 59(3), pages 331-347, September.
    9. Shaffer, Victoria A. & Arkes, Hal R., 2009. "Preference reversals in evaluations of cash versus non-cash incentives," Journal of Economic Psychology, Elsevier, vol. 30(6), pages 859-872, December.
    10. Waldfogel, Joel, 1993. "The Deadweight Loss of Christmas," American Economic Review, American Economic Association, vol. 83(5), pages 1328-1336, December.
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    Cited by:

    1. Newman, Andrew H. & Tafkov, Ivo D. & Waddoups, Nathan J. & Xiong, Xiaomei Grazia, 2024. "The effect of reward frequency on performance under cash rewards and tangible rewards," Accounting, Organizations and Society, Elsevier, vol. 112(C).

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