Sunday, April 14, 2013

Okay, So Knowing This, Is NOT Paying Manipulative?

If you know this result, it seems like you could manipulate another person by NOT offering an incentive.  In fact, the not offering of the incentive IS the incentive, if this is correct.  Is it euvoluntary?

To pay or not to pay? Do extrinsic incentives alter the Köhler group motivation gain? 

Norbert Kerr, Deborah Feltz & Brandon Irwin 
Group Processes & Intergroup Relations, March 2013, Pages 257-268 

Abstract: The Köhler effect is an increase in task motivation that occurs in performance groups when one is (a) less capable than one’s fellow group members, and (b) one’s efforts are particularly indispensible for group success. Recently, it has been shown that the Köhler effect can dramatically increase one’s motivation to exercise. The present study examines the potential moderating effect of the provision of extrinsic incentives on such Köhler motivation gains. When participants were offered such an extrinsic incentive for persisting at an exercise task, a robust Köhler effect was observed — participants who thought they were the less capable member of a dyad working at a conjunctive-group exercise task persisted 26% longer than comparable individual exercisers. But an even stronger effect (a 43% improvement) was observed when no such incentive was on offer. Possible explanations and boundary conditions for this moderating effect are discussed. 

Nod to Kevin Lewis

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Do you have suggestions on where we could find more examples of this phenomenon?