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Who cares for social image? Interactions between intrinsic motivation and social image concerns

  • Friedrichsen, Jana
  • Engelmann, Dirk

We consider the interaction of intrinsic motivation and concerns for social approval in a laboratory experiment. We elicit a proxy for Fairtrade preferences before the experiment. In the experiment, we elicit willingness to pay for conventional and Fairtrade chocolate. Treatments vary whether this can be signalled to other participants. Subjects concerned with social approval should state a higher Fairtrade premium when signalling is possible. We find that this is the case, but interestingly only for participants who are not intrinsically motivated to buy Fairtrade. This has important implications both for crowding out of intrinsic motivation through incentives and for producer choices.

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File URL: http://econstor.eu/bitstream/10419/79746/1/VfS_2013_pid_741.pdf
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Paper provided by Verein für Socialpolitik / German Economic Association in its series Annual Conference 2013 (Duesseldorf): Competition Policy and Regulation in a Global Economic Order with number 79746.

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Date of creation: 2013
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Handle: RePEc:zbw:vfsc13:79746
Contact details of provider: Web page: http://www.socialpolitik.org/
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