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Does General Motivation Energize Financial Reward-Seeking Behavior? Evidence from an Effort Task

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  • Justin Chumbley
  • Ernst Fehr

Abstract

We aimed to predict how hard subjects work for financial rewards from their general trait and state reward-motivation. We specifically asked 1) whether individuals high in general trait “reward responsiveness” work harder 2) whether task-irrelevant cues can make people work harder, by increasing general motivation. Each trial of our task contained a 1 second earning interval in which male subjects earned money for each button press. This was preceded by one of three predictive cues: an erotic picture of a woman, a man, or a geometric figure. We found that individuals high in trait “reward responsiveness” worked harder and earned more, irrespective of the predictive cue. Because female predictive cues are more rewarding, we expected them to increase general motivation in our male subjects and invigorate work, but found a more complex pattern.

Suggested Citation

  • Justin Chumbley & Ernst Fehr, 2014. "Does General Motivation Energize Financial Reward-Seeking Behavior? Evidence from an Effort Task," PLOS ONE, Public Library of Science, vol. 9(9), pages 1-6, September.
  • Handle: RePEc:plo:pone00:0101936
    DOI: 10.1371/journal.pone.0101936
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    References listed on IDEAS

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    1. Dan Ariely & Uri Gneezy & George Loewenstein & Nina Mazar, 2009. "Large Stakes and Big Mistakes," The Review of Economic Studies, Review of Economic Studies Ltd, vol. 76(2), pages 451-469.
    2. Bram Van den Bergh & Siegfried Dewitte & Luk Warlop, 2008. "Bikinis Instigate Generalized Impatience in Intertemporal Choice," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(1), pages 85-97, January.
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    Cited by:

    1. Kung, Claryn S.J. & Johnston, David W. & Shields, Michael A., 2018. "Mental health and the response to financial incentives: Evidence from a survey incentives experiment," Journal of Health Economics, Elsevier, vol. 62(C), pages 84-94.
    2. Wang, Jianxin & Houser, Daniel & Xu, Hui, 2018. "Culture, gender and asset prices: Experimental evidence from the U.S. and China," Journal of Economic Behavior & Organization, Elsevier, vol. 155(C), pages 253-287.

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