A Model of Financial Incentive Effects in Decision Making

摘要: Abstract This paper proposes a model of the mediating processes whereby performance-contingent financial incentives influence decision quality and provides empirical evidence relevant to assessing model. We hypothesize that impact both cognitions emotions, these cognitive affective changes mediate relationship between quality. To test hypotheses, 84 undergraduate students were randomly assigned conditions in which either performance contingent or distributed. Participants used software collected data on their information processing behavior make choices from multiattribute choice displays. After completing choices, participants′ level negative affect was assessed. Consistent with predictions model, participants offered took longer choose, examined more information, had higher levels affect, strategies led accurate than distributed incentives. Path analyses using structural equations modeling indicated induced by increased quality, while associated decreased The concludes identifying measuring variables is an important component research agenda designed generate predictive theory