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Can prosocial incentives and self-chosen goals improve performance? An online real-effort experiment

Author

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  • Yu Cao
  • C Mónica Capra
  • Yuxin Su

Abstract

We study incentive schemes that combine self-chosen goals with prosocial rewards. We design a real-effort task experiment with MTurk workers. Upon achieving self-chosen goals, rewards are paid to the worker in the monetary treatments or to charities in the prosocial treatments. To explore the mechanisms whereby rewards can improve performance with prosocial incentives, we develop a theoretical model with goal dependence and earning reference points. Our results show that when rewards are paid to charities, performance improvements happen through workers setting higher goals. This effect is stronger for those whose interests are matched with the charity’s mission. Our findings have important implications for incentivizing workers in the gig economy.

Suggested Citation

  • Yu Cao & C Mónica Capra & Yuxin Su, 2023. "Can prosocial incentives and self-chosen goals improve performance? An online real-effort experiment," Oxford Economic Papers, Oxford University Press, vol. 75(4), pages 973-992.
  • Handle: RePEc:oup:oxecpp:v:75:y:2023:i:4:p:973-992.
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    File URL: http://hdl.handle.net/10.1093/oep/gpad027
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    Cited by:

    1. Cao, Yu & Capra, C. Mónica & Su, Yuxin, 2023. "Do prosocial incentives motivate women to set higher goals and improve performance?," Journal of Economic Psychology, Elsevier, vol. 99(C).

    More about this item

    JEL classification:

    • C83 - Mathematical and Quantitative Methods - - Data Collection and Data Estimation Methodology; Computer Programs - - - Survey Methods; Sampling Methods
    • C90 - Mathematical and Quantitative Methods - - Design of Experiments - - - General
    • J24 - Labor and Demographic Economics - - Demand and Supply of Labor - - - Human Capital; Skills; Occupational Choice; Labor Productivity
    • J30 - Labor and Demographic Economics - - Wages, Compensation, and Labor Costs - - - General

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