This paper investigates in a principal-agent environment whether and how group membership influences the effectiveness of incentives and when incentives can have “hidden costs”, i.e., a detrimental effect. We show experimentally that in all interactions control mechanisms can have hidden...

This research presents a new scale, the health regulatory focus scale, which measures an individual's tendency to use promotion or prevention strategies in the pursuit of health goals. We conducted five studies in France to develop the scale which is made up of two subscales for prevention and...

Présentation d'une méthode de management des hommes pour redonner du sens aux actions et interactions des personnes et motiver au quotidien. Les auteurs dressent un état des lieux de la crise de sens actuelle, décrivent les mécanismes du management par le sens et, enfin, présentent les...

This working paper summarises a PhD research (attended in 1997). Its main purpose was to study whether mental imagery (visual, audivite, gustative and olfactive) mediates attitudes and behavior in response to an advertisement in which a congruent work of art is included. Its theoretical...

Marketing has been criticized for its lack of accountability, which is qualified by a misalignment with strategic objectives. Most of the researches propose that marketing accountability must be reinforced with more performance measures. In this doctoral thesis, we employ a different approach in...

In this paper we study optimal choices of self-selection into politics and commitment once in office on the part of citizens with heterogeneous abilities and heterogeneous motivations. Politicians can moonlight, i.e., they can work in the market sector while appointed in parliament. Our...

Accompagnement destiné à améliorer la performance d'individus, le coaching est à la mode dans les entreprises, et largement nourri de pratiques venant du sport.