An effort based analysis of the paradoxical effects of incentives on decision-aided performance

Janet A. Samuels, Stacey Whitecotton

Research output: Contribution to journalArticle

3 Citations (Scopus)

Abstract

This study examines the effect of incentives on decision-aided performance. In particular, the study provides further insight into whether, when, and how incentives affect task performance in the presence of decision aids by (1) replicating previous research showing the negative effects of incentives on performance; (2) investigating whether this effect generalizes to a more realistic scenario in which decision makers have access to additional contextual information not captured by the decision aid; and (3) applying an effort-based framework to explain the link between incentives and performance. In contrast to the findings of prior research, our study shows that incentives do not necessarily decrease performance in the presence of decision aids. Rather, we demonstrate that the effect of incentives on decision-aided performance depends on other contextual factors such as the absence or presence of additional contextual information. By further specifying the conditions under which incentives result in increases or decreases to decision-aided task performance, our results have implications for both future research and the design of incentive systems in practice.

Original languageEnglish (US)
Pages (from-to)345-360
Number of pages16
JournalJournal of Behavioral Decision Making
Volume24
Issue number4
DOIs
StatePublished - Oct 2011

Fingerprint

Motivation
incentive
decision aid
performance
Decision Support Techniques
Task Performance and Analysis
incentive system
Incentives
decision maker
Research
Research Design
scenario
Decision aids

Keywords

  • Decision aids
  • Decision making
  • Effort
  • Incentives
  • Performance

ASJC Scopus subject areas

  • Applied Psychology
  • Decision Sciences(all)
  • Strategy and Management
  • Sociology and Political Science
  • Arts and Humanities (miscellaneous)

Cite this

An effort based analysis of the paradoxical effects of incentives on decision-aided performance. / Samuels, Janet A.; Whitecotton, Stacey.

In: Journal of Behavioral Decision Making, Vol. 24, No. 4, 10.2011, p. 345-360.

Research output: Contribution to journalArticle

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