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On the Social Psychology of Agency Relationships: Lay Theories of Motivation Overemphasize Extrinsic Incentives

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Cited by:

  1. Maas, Victor S. & Yin, Huaxiang, 2022. "Finding partners in crime? How transparency about managers’ behavior affects employee collusion," Accounting, Organizations and Society, Elsevier, vol. 96(C).
  2. Danila Medvedev & Diag Davenport & Thomas Talhelm & Yin Li, 2024. "The motivating effect of monetary over psychological incentives is stronger in WEIRD cultures," Nature Human Behaviour, Nature, vol. 8(3), pages 456-470, March.
  3. Bartels, Daniel M., 2006. "Proportion dominance: The generality and variability of favoring relative savings over absolute savings," Organizational Behavior and Human Decision Processes, Elsevier, vol. 100(1), pages 76-95, May.
  4. Givi, Julian & Galak, Jeff & Olivola, Christopher Y., 2021. "The thought that counts is the one we ignore: How givers overestimate the importance of relative gift value," Journal of Business Research, Elsevier, vol. 123(C), pages 502-515.
  5. Daniels, David P. & Zlatev, Julian J., 2019. "Choice architects reveal a bias toward positivity and certainty," Organizational Behavior and Human Decision Processes, Elsevier, vol. 151(C), pages 132-149.
  6. Yan, Liuxin & Emil Chai, Valentino & Chi Yam, Kai, 2024. "Demeaning extrinsic motivation leads to increased perceptions of hypocrisy," Organizational Behavior and Human Decision Processes, Elsevier, vol. 180(C).
  7. Dickinson, David & Villeval, Marie-Claire, 2008. "Does monitoring decrease work effort?: The complementarity between agency and crowding-out theories," Games and Economic Behavior, Elsevier, vol. 63(1), pages 56-76, May.
  8. Cojuharenco, Irina & Patient, David & Bashshur, Michael R., 2011. "Seeing the "forest" or the "trees" of organizational justice: Effects of temporal perspective on employee concerns about unfair treatment at work," Organizational Behavior and Human Decision Processes, Elsevier, vol. 116(1), pages 17-31, September.
  9. Goswami, Indranil & Urminsky, Oleg, 2021. "Don’t fear the meter: How longer time limits bias managers to prefer hiring with flat fee compensation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 162(C), pages 42-58.
  10. Ernst Fehr & John A. List, 2004. "The Hidden Costs and Returns of Incentives-Trust and Trustworthiness Among CEOs," Journal of the European Economic Association, MIT Press, vol. 2(5), pages 743-771, September.
  11. Giurge, Laura M. & Woolley, Kaitlin, 2022. "Working during non-standard work time undermines intrinsic motivation," LSE Research Online Documents on Economics 113852, London School of Economics and Political Science, LSE Library.
  12. Brüggen, Alexander & Luft, Joan, 2011. "Capital rationing, competition, and misrepresentation in budget forecasts," Accounting, Organizations and Society, Elsevier, vol. 36(7), pages 399-411.
  13. John, Leslie K. & Blunden, Hayley & Milkman, Katherine L. & Foschini, Luca & Tuckfield, Bradford, 2022. "The limits of inconspicuous incentives," Organizational Behavior and Human Decision Processes, Elsevier, vol. 172(C).
  14. Henry Sauermann & Wesley M. Cohen, 2010. "What Makes Them Tick? Employee Motives and Firm Innovation," Management Science, INFORMS, vol. 56(12), pages 2134-2153, December.
  15. Ernst Fehr & Simon Gaechter, "undated". "Do Incentive Contracts Crowd out Voluntary Cooperation?," IEW - Working Papers 034, Institute for Empirical Research in Economics - University of Zurich.
  16. Robert M. Gillenkirch & Julia Ortner & Sebastian Robert & Louis Velthuis, 2023. "Designing incentives and performance measurement for advisors: How to make decision-makers listen to advice," Working Papers 2304, Gutenberg School of Management and Economics, Johannes Gutenberg-Universität Mainz.
  17. Woolley, Kaitlin & Fishbach, Ayelet, 2018. "Underestimating the importance of expressing intrinsic motivation in job interviews," Organizational Behavior and Human Decision Processes, Elsevier, vol. 148(C), pages 1-11.
  18. repec:cup:judgdm:v:9:y:2014:i:5:p:433-444 is not listed on IDEAS
  19. David C. Facer Jr. & Fred Galloway & Noriyuki Inoue & Drea Zigarmi, 2014. "Creation and Initial Validation of the Motivation Beliefs Inventory: Measuring Leaders¡¯ Beliefs about Employee Motivation Using Four Motivation Theories," Journal of Business Administration Research, Journal of Business Administration Research, Sciedu Press, vol. 3(1), pages 1-18, April.
  20. Nicholas Ind & Nick Coates & Katrina Lerman, 2020. "The gift of co-creation: what motivates customers to participate," Journal of Brand Management, Palgrave Macmillan, vol. 27(2), pages 181-194, March.
  21. Lanse Minkler, 2003. "Managing Moral Motivations," Working papers 2003-06, University of Connecticut, Department of Economics.
  22. Ferraro, Fabrizio & Pfeffer, Jeffrey & Sutton, Robert I., 2003. "Economics language and assumptions: How theories can become self-fulfilling," IESE Research Papers D/530, IESE Business School.
  23. DeVoe, Sanford E. & Iyengar, Sheena S., 2004. "Managers' theories of subordinates: A cross-cultural examination of manager perceptions of motivation and appraisal of performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 93(1), pages 47-61, January.
  24. Yip, Jeremy A. & Schweitzer, Maurice E. & Nurmohamed, Samir, 2018. "Trash-talking: Competitive incivility motivates rivalry, performance, and unethical behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 144(C), pages 125-144.
  25. Miguel Pina e Cunha & Carlos Cabral Cardoso & Armenio Rego & Stewart Clegg, 2007. "From “This job is killing me” to “I live in the life I love and I love the life I live”, or from Stakhanov to contemporary workaholics," Nova SBE Working Paper Series wp519, Universidade Nova de Lisboa, Nova School of Business and Economics.
  26. Jeffrey Pfeffer & Christina T. Fong, 2005. "Building Organization Theory from First Principles: The Self-Enhancement Motive and Understanding Power and Influence," Organization Science, INFORMS, vol. 16(4), pages 372-388, August.
  27. Pettit, Nathan C. & Doyle, Sarah P. & Kim, Hee Young & Hurwitz, Anat, 2022. "Rank extrapolation: Asymmetric forecasts of future rank after rank change," Organizational Behavior and Human Decision Processes, Elsevier, vol. 169(C).
  28. Kray, Laura J., 2000. "Contingent Weighting in Self-Other Decision Making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 83(1), pages 82-106, September.
  29. Zellmer-Bruhn, Mary E. & Forbes, Daniel P. & Sapienza, Harry J. & Borchert, Patricia S., 2021. "Lab, Gig or Enterprise? How scientist-inventors form nascent startup teams," Journal of Business Venturing, Elsevier, vol. 36(1).
  30. Giurge, Laura M. & Woolley, Kaitlin, 2022. "Working during non-standard work time undermines intrinsic motivation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 170(C).
  31. James F. M. Cornwell & David H. Krantz, 2014. "Public policy for thee, but not for me: Varying the grammatical person of public policy justifications influences their support," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 9(5), pages 433-444, September.
  32. Ferraro, Fabrizio & Pfeffer, Jeffrey & Sutton, Robert I., 2003. "Economics Language and Assumptions: How Theories Can Become Self-Fulfilling," Research Papers 1849, Stanford University, Graduate School of Business.
  33. Maura A. Belliveau, 2012. "Engendering Inequity? How Social Accounts Create vs. Merely Explain Unfavorable Pay Outcomes for Women," Organization Science, INFORMS, vol. 23(4), pages 1154-1174, August.
  34. Bohns, Vanessa K. & Newark, Daniel A. & Xu, Amy Z., 2016. "For a dollar, would you…? How (we think) money affects compliance with our requests," Organizational Behavior and Human Decision Processes, Elsevier, vol. 134(C), pages 45-62.
  35. Bård Kuvaas & Anders Dysvik & Robert Buch, 2014. "Antecedents and Employee Outcomes of Line Managers' Perceptions of Enabling HR Practices," Journal of Management Studies, Wiley Blackwell, vol. 51(6), pages 845-868, September.
  36. Irlenbusch, Bernd & Ruchala, Gabriele K., 2008. "Relative rewards within team-based compensation," Labour Economics, Elsevier, vol. 15(2), pages 141-167, April.
  37. Irlenbusch, Bernd & Ruchala, Gabriele K., 2006. "Relative Rewards within Team-Based Compensation," IZA Discussion Papers 2423, Institute of Labor Economics (IZA).
  38. Jin, Liyin & Xu, Qian & Wang, Yajin & Zhang, Ying, 2021. "The divergent impact of reward magnitude on goal eagerness and effort investment," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 101-113.
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