Monetary incentives and mood

Margaret G. Meloy, J. Edward Russo, Elizabeth Gelfand Miller

Research output: Contribution to journalArticlepeer-review

36 Scopus citations

Abstract

Researchers have long debated the methodological necessity of monetary incentives in experimental research. The current work shows that financial incentives not only can fail to improve task performance but also can worsen it. Three studies verify that incentives can elevate mood and that this mood enhancement contributes to worsened task performance. The authors discuss implications for the use of incentives in experimental research.

Original languageEnglish (US)
Pages (from-to)267-275
Number of pages9
JournalJournal of Marketing Research
Volume43
Issue number2
DOIs
StatePublished - May 1 2006

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Economics and Econometrics
  • Marketing

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