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Personality Traits and Performance Contracts: Evidence from a Field Experiment among Maternity Care Providers in India

Author

Listed:
  • Katherine Donato
  • Grant Miller
  • Manoj Mohanan
  • Yulya Truskinovsky
  • Marcos Vera-Hernández

Abstract

We study how agents respond to performance incentives according to key personality traits (conscientiousness and neuroticism) through a field experiment offering financial incentives for improving maternal and neonatal health outcomes to rural Indian doctors. More conscientious providers performed better--but improved less--under performance incentives. The effect of the performance incentives was also smaller for providers with higher levels of neuroticism. Our results contribute to a growing body of empirical research on heterogeneous responses to incentives and have implications for worker selection.

Suggested Citation

  • Katherine Donato & Grant Miller & Manoj Mohanan & Yulya Truskinovsky & Marcos Vera-Hernández, 2017. "Personality Traits and Performance Contracts: Evidence from a Field Experiment among Maternity Care Providers in India," American Economic Review, American Economic Association, vol. 107(5), pages 506-510, May.
    • Handle: RePEc:aea:aecrev:v:107:y:2017:i:5:p:506-10
    Note: DOI: 10.1257/aer.p20171105
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    More about this item

    JEL classification:

    • C93 - Mathematical and Quantitative Methods - - Design of Experiments - - - Field Experiments
    • I11 - Health, Education, and Welfare - - Health - - - Analysis of Health Care Markets
    • I14 - Health, Education, and Welfare - - Health - - - Health and Inequality
    • I18 - Health, Education, and Welfare - - Health - - - Government Policy; Regulation; Public Health
    • J13 - Labor and Demographic Economics - - Demographic Economics - - - Fertility; Family Planning; Child Care; Children; Youth
    • J16 - Labor and Demographic Economics - - Demographic Economics - - - Economics of Gender; Non-labor Discrimination
    • O15 - Economic Development, Innovation, Technological Change, and Growth - - Economic Development - - - Economic Development: Human Resources; Human Development; Income Distribution; Migration

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