Change search
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf
Your Loss Is My Gain: A Recruitment Experiment with Framed Incentives
Stockholm University, Faculty of Social Sciences, Institute for International Economic Studies.
2018 (English)In: Journal of the European Economic Association, ISSN 1542-4766, E-ISSN 1542-4774, Vol. 16, no 2, p. 522-559Article in journal (Refereed) Published
Abstract [en]

As predicted by loss aversion, numerous studies find that penalties elicit greater effort than bonuses, even when the underlying payoffs are identical. However, loss aversion also predicts that workers will demand higher wages to accept penalty contracts. In six experiments I recruited workers online under framed incentive contracts to test the second prediction. None find evidence for the predicted distaste for penalty contracts. In four experiments penalty framing actually increased the job offer acceptance rate relative to bonus framing. I rule out a number of explanations, most notably self-commitment motives do not seem to explain the finding. Two experiments that manipulate salience are successful at eliminating the effect, but do not significantly reverse it. Overall, loss aversion seems to play surprisingly little role in this setting. The results also highlight the importance of behavioral biases for infrequent, binding decisions such as contract take-up. (JEL: D03, J41, D86)

Place, publisher, year, edition, pages
2018. Vol. 16, no 2, p. 522-559
National Category
Economics and Business
Identifiers
URN: urn:nbn:se:su:diva-159485DOI: 10.1093/jeea/jvx016ISI: 000452733700007OAI: oai:DiVA.org:su-159485DiVA, id: diva2:1243415
Available from: 2018-08-31 Created: 2018-08-31 Last updated: 2022-02-26Bibliographically approved

Open Access in DiVA

No full text in DiVA

Other links

Publisher's full text

Authority records

de Quidt, Jonathan

Search in DiVA

By author/editor
de Quidt, Jonathan
By organisation
Institute for International Economic Studies
In the same journal
Journal of the European Economic Association
Economics and Business

Search outside of DiVA

GoogleGoogle Scholar

doi
urn-nbn

Altmetric score

doi
urn-nbn
Total: 100 hits
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf