Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/244892 
Year of Publication: 
2020
Citation: 
[Journal:] Cogent Business & Management [ISSN:] 2331-1975 [Volume:] 7 [Issue:] 1 [Publisher:] Taylor & Francis [Place:] Abingdon [Year:] 2020 [Pages:] 1-21
Publisher: 
Taylor & Francis, Abingdon
Abstract: 
The effect of performance-contingent reward and choice on motivation and performance continues to be debated. Studies in economics and behavioral psychology consider performance-contingent rewards and choice as two separate motivational mechanisms that reinforce motivation and performance. However, theories on self-determination and motivational crowding predict that performance-contingent rewards negatively interact with choice, reducing its positive effect on motivation. The conceptual and methodological differences between these streams suggest a more nuanced approach that considers factors including reward salience and task type. Building upon attribution theory, we designed and conducted an experiment to test the effect of choice (choice vs. no-choice) and reward (salient, non-salient, and no reward) on overall motivation and performance. Non-salient reward and choice interacted in a positive way, resulting in motivation and performance improvement, what we describe as a "Motivational Congruence Effect." Similarly, salient reward in a no-choice condition had a positive effect on motivation and performance.
Subjects: 
salient performance-contingent reward
non-salient performance-contingent reward
choice
motivation
performance
Persistent Identifier of the first edition: 
Creative Commons License: 
cc-by Logo
Document Type: 
Article

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