"I’ll Have One of Each": How Separating Rewards into (Meaningless) Categories Increases Motivation

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"I’ll Have One of Each": How Separating Rewards into (Meaningless) Categories Increases Motivation

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dc.contributor.author Wiltermuth, Scott S.
dc.contributor.author Gino, Francesca
dc.date.accessioned 2012-12-07T18:40:56Z
dc.date.issued 2012-12-07
dc.identifier.citation Wiltermuth, S., and F. Gino. "'I'll Have One of Each': How Separating Rewards into (Meaningless) Categories Increases Motivation." Journal of Personality and Social Psychology (forthcoming). en_US
dc.identifier.issn 0022-3514 en_US
dc.identifier.uri http://nrs.harvard.edu/urn-3:HUL.InstRepos:10018933
dc.description.abstract We propose that separating rewards into categories can increase motivation, even when those categories are meaningless. Across six experiments, people were more motivated to obtain one reward from one category and another reward from another category than they were to obtain two rewards from a pool that included all items from either reward category. As a result, they worked longer when potential rewards for their work were separated into meaningless categories. This categorization effect persisted regardless of whether the rewards were presented using a gain or loss frame. Using both moderation and mediation analyses, we found that categorizing rewards had these positive effects on motivation by increasing the degree to which people felt they would "miss out" if they did not obtain the second reward. We discuss implications for research on motivation and incentives. en_US
dc.language.iso en_US en_US
dc.publisher American Psychological Association en_US
dc.relation.hasversion http://www.apa.org/pubs/journals/psp/index.aspx en_US
dash.license OAP
dc.subject categories en_US
dc.subject incentives en_US
dc.subject motivation en_US
dc.subject regret en_US
dc.subject decision making en_US
dc.title "I’ll Have One of Each": How Separating Rewards into (Meaningless) Categories Increases Motivation en_US
dc.type Journal Article en_US
dc.description.version Author's Original en_US
dc.relation.journal Journal of Personality and Social Psychology en_US
dash.depositing.author Gino, Francesca
dc.date.available 2012-12-07T18:40:56Z

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