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Differential effects of incentive motivators on work performanceAlexander D Stajkovic, Fred Luthans. Academy of Management Journal. Briarcliff Manor: Jun 2001. Vol. 44, Iss. 3; pg. 580, 11 pgs |
Abstract (Summary)
In this field experiment, first compared is the performance effects of money systematically administered through the organizational behavior (O.B Mod.) modification model and routine pay for performance. This was compared with the effects of O.B Mod.-administered money, social recognition, and performance feedback. The money intervention based on the O.B. Mod. outperformed routine pay for performance and also had stronger effects on performance than social recognition and performance feedback.
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Copyright Academy of Management Jun 2001 [Headnote] | In this field experiment, we first compared the performance effects of money systematically administered through the organizational behavior modification (O.B. Mod.) model and routine pay for performance and then compared the effects of O.B. Mod.administered money, social recognition, and performance feedback. The money intervention based on the O.B. Mod. outperformed routine pay for performance (performance increase = 37% vs. 11%) and also had stronger effects on performance than social recognition (24%) and performance feedback (20%). |

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Although behavioral management, as a systematic approach to increasing employee effectiveness, was formulated about 25 years ago (e.g., Luthans & Kreitner, 1975), organizations are generally not using contingent incentive motivators to manage workers' day-to-day task-related behaviors and to improve productivity (Davis-Blake & Pfeffer, 1989; Ilgen, Major, & Tower, 1994). Moreover, the use of various incentives to enhance work performance is mostly ignored or, at best, assumed to be handled with existing pay, benefits, or

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