When and Why Incentives (Don't) Work to Modify Behavior
When and Why Incentives (Don't) Work to Modify Behavior
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DOI：
10.1257/jep.25.4.191
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发表时间：
2011-09-01
影响因子：
8.4
通讯作者：
Rey-Biel, Pedro
中科院分区：
文献类型：
--
作者：
Gneezy, Uri;Meier, Stephan;Rey-Biel, Pedro
首先，我们讨论外部激励如何与其他动机相冲突。例如，来自委托人的金钱激励可能会改变代理人对任务的看法，对行为产生负面影响。在其他情况下，激励可能在短期内产生预期的效果，但它们仍然削弱了内在动机。具体来说，鼓励孩子学习阅读可能会在短期内实现这一目标，但如果鼓励学生享受阅读并在一生中寻求阅读，则会适得其反。接下来，我们将研究三个重要例子的研究文献，其中货币激励在非就业环境中被用来培养期望的行为：教育；增加对公共产品的贡献；帮助人们改变他们的生活方式，特别是在吸烟和锻炼方面。结论总结了一些关于外在激励何时或多或少有可能改变这种行为的经验教训。
First we discuss how extrinsic incentives may come into conflict with other motivations. For example, monetary incentives from principals may change how tasks are perceived by agents, with negative effects on behavior. In other cases, incentives might have the desired effects in the short term, but they still weaken intrinsic motivations. To put it in concrete terms, an incentive for a child to learn to read might achieve that goal in the short term, but then be counterproductive as an incentive for students to enjoy reading and seek it out over their lifetimes. Next we examine the research literature on three important examples in which monetary incentives have been used in a nonemployment context to foster the desired behavior: education; increasing contributions to public goods; and helping people change their lifestyles, particularly with regard to smoking and exercise. The conclusion sums up some lessons on when extrinsic incentives are more or less likely to alter such behaviors in the desired directions.