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Intrinsic and Extrinsic Motivation

  • Roland Benabou
  • Jean Tirole

A central tenet of economics is that individuals respond to incentives. For psychologists and sociologists, in contrast, rewards and punishments are often counterproductive, because they undermine "intrinsic motivation". We reconcile these two views, showing how performance incentives offered by an informed principal (manager, teacher, parent) can adversely impact an agent's (worker, child) perception of the task, or of his own abilities. Incentives are then only weak reinforcers in the short run, and negative reinforcers in the long run. We also study the effects of empowerment, help and excuses on motivation, as well as situations of ego bashing reflecting a battle for dominance within a relationship. Copyright The Review of Economic Studies Limited, 2003.

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Article provided by Wiley Blackwell in its journal Review of Economic Studies.

Volume (Year): 70 (2003)
Issue (Month): 3 (07)
Pages: 489-520

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Handle: RePEc:bla:restud:v:70:y:2003:i:3:p:489-520
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