We present a model in which a motivator can take costly actions - or what we call motivational effort - in order to reduce the effort costs of a worker, and analyze the optimal combination of motivational effort and monetary incentives. We distinguish two cases. First, the firm owner chooses the...

leaders and employees in an large international oil company. The purpose is to provide robust empiricalinsights on the individual and organisational determinants of perceived performance appraisalDesign/methodology/approach – Based on a powerful set of survey data (n 12,000), we specify...

In many tournaments it is the contestants themselves who deter-mine reward allocation. Labor-union members bargain over wage dis-tribution, and many …firms allow self-managed teams to freely determineinternal resource allocation, incentive structure, and division of labour.We analyze, and test...

Why does individual performance pay seem to prevail in humancapital intensive industries? We present a model that may explainthis. In a repeated game model of relational contracting, we ana-lyze the conditions for implementing peer dependent incentive regimeswhen agents possess indispensable...

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We study risk-taking behavior in tournaments where the optimal strategy is to take no risk. By keeping the optimal strategy constant, while varying the competitiveness in the tournaments, we are able to investigate the relationship between competitiveness and excessive risk-taking. In the most...

In standard trust games, no trust is the default, and trust generates a potential gain. We investigate a reframed trust game in which full trust is default and where no trust generates a loss. We find significantly lower levels of trust and trustworthiness in loss domain when full trust is...

In repeated games, it is hard to distinguish true prosocial behavior from strategic instrumental behavior. In particular, a player does not know whether a reciprocal action is intrinsically or instrumentally motivated. In this paper, we experimentally investigate the relationship between...