Intrinsic motivation,external reward,and their effect on overall motivation and performance

An unresolved debate lingers concerning the effect of performance-contingent rewards on motivation and performance. Behavioral psychology and economics suggest that performance-contingent rewards improve performance. In contrast, cognitive evaluation theory predicts that performance-contingent rewards undermine motivation and performance. We discuss the predictions of these two streams and develop an experiment that resolves the limitations of previous studies by using a new measure of intrinsic motivation: self-selection into a specific area of knowledge, as revealed by choice of academic major. Students from mathematics-related and literature-related areas were selected and randomly assigned to math and English language tests. Participants received a participation fee or a performance-contingent payment in addition to a fee. Both performance-contingent rewards and intrinsic motivation improved motivation and performance, in contrast with cognitive evaluation theory’s predictions.     

Asymmetrical consequences of behavioral change through reward and punishment

Previous research (Greitemeyer & Weiner, 2003 ) has demonstrated that compliance, because of an anticipated reward is attributed more to the person than compliance because of an anticipated punishment. The present research extended these findings to an educational context. Three studies revealed that parents who ask their children to change inappropriate behaviors are more likely to ascribe their children's improvement to the child, if the child was promised a reward, rather than threatened, to receive a punishment if the child did not improve. Moreover, because a child's improved behavior is more likely to be ascribed to the child given a reward as compared to a punishment, parents expect that rewards (as opposed to punishments) are more likely to sustain improved behavior, when the incentive is no longer offered. Finally, participants report to be more likely to induce behavioral change through reward rather than punishment. Copyright © 2007 John Wiley & Sons, Ltd.     

Gender and reward distributions: A test of two hypotheses

This study was designed as a test of two competing explanations of gender differences in distributive justice: (a) the equity-equality hypothesis, which states that males endorse equitable distributions more than females and females endorse equal distributions more than males; and (b) the exploitation-accommodation hypothesis, which states that the sexes vary their norm endorsement according to self-favoring (males) or other-favoring (females) distribution outcomes. Preadolescent and college-aged subjects rated the fairness of reward distributions of vignette characters who had contributed either more or less than a co-worker in a task, and had subsequently divided the rewards either equitably or equally. The data provided no support for the equity-equality hypothesis, but did support the exploitation-accommodation hypothesis. Specifically, females rated equitable distributions of inferior workers as more fair than males did. Thus, the popular conclusion that males have a stronger commitment to equity than females must be rejected.     

Unattainable educational goals: Disengagement,reengagement with alternative goals,and consequences for subjective well-being

IntroductionIs it always positive, in terms of well-being, to be highly committed to one's goals? Even if giving up on goals is most often seen as an undesirable response to difficulties, some researchers have begun to demonstrate the benefits of goal disengagement and reengagement with another goal when faced with unattainable goals.ObjectiveThis study aims to test the impact of goal commitment, goal disengagement and goal reengagement on several indicators of well-being in the higher education context, where in first year, a relatively large proportion of students may perceive their initial educational goal as unattainable.MethodSome 357 students with secondary school leaving qualifications were surveyed in a first wave of data collection; 186 of these also participated in a second wave.ResultsResults show that the positive impact of goal commitment on well-being disappears, or even becomes negative, when the goal is perceived as unattainable. Moreover, disengagement from an unattainable goal was found to have beneficial effects on self-mastery. However, this disengagement was not enough to reduce depressive feelings; it must be accompanied by reengagement with an alternative goal.ConclusionThese results are discussed and proposals for future research are put forward.     

The distracting effect of material reward: An alternative explanation for the superior performance of reward groups in probability learning

To determine whether the distraction effect associated with material rewards in discrimination learning can account for the superior performance of reward groups in probability learning, the performance of 144 school children (preschool, second, and fifth grades) on a two-choice successive discrimination task was compared under three reinforcement conditions (material reward, marker, and knowledge of results). The two events in the task had different frequencies of occurrence, as in probability learning, yet they appeared in a constant order to make 100% payoff possible. The subjects in the reward and marker groups learned the task more slowly, and the nonlearners among them used stereotyped alternation patterns to a greater degree than subjects in the knowledge-of-results condition. These findings suggest that a distracting effect of material reward is present in probability learning and may explain the superior performance of reward groups typically found in probability learning studies.     

Order of partial and consistent reward,reward magnitude shift,and resistance to extinction

In a separate-phase runway experiment with rats, four schedules involving partial (P) and consistent (C) reward (CC, CP, PC, and PP) were crossed with three reward magnitude shift conditions (upshift, nonshift, and downshift). The data revealed three major findings: (a) Reward magnitude downshift generally led to rapid extinction; (b) consistent reward prior to partial reward (CP) resulted in slower extinction than the reverse order (PC) under conditions of reward magnitude shift (particularly downshift); and (c) the relative performance of PC and CP under conditions of reward magnitude shift was reversed from postshift to extinction. On the basis of these data it was suggested that processes not presently identified by reinforcement level theory and stimulus analyzer theory influence extinction following separate-phase acquisition. A modification of reward level theory was presented to provide an account of extinction performance following separate-phase reward reduction.     

The amygdala, reward and emotion

Recent research provides new insights into amygdala contributions to positive emotion and reward. Studies of neuronal activity in the monkey amygdala and of autonomic responses mediated by the monkey amygdala show that, contrary to a widely held view, the amygdala is just as important for processing positive reward and reinforcement as it is for negative. In addition, neuropsychological studies reveal that the amygdala is essential for only a fraction of what might be considered 'stimulus-reward processing', and that the neural substrates for emotion and reward are partially nonoverlapping. Finally, evidence suggests that two systems within the amygdala, operating in parallel, enable reward-predicting cues to influence behavior; one mediates a general, arousing effect of reward and the other links the sensory properties of reward to emotion.     

The differential influences of positive affect,random reward,and performance-contingent reward on cognitive control

Growing evidence suggests that positive affect and reward have differential effects on cognitive control. So far, however, these effects have never been studied together. Here, the authors present one behavioral study investigating the influences of positive affect and reward (contingent and noncontingent) on proactive control. A modified version of the AX-continuous performance task, which has repeatedly been shown to be sensitive to reward and affect manipulations, was used. In a first phase, two experimental groups received either neutral or positive affective pictures before every trial. In a second phase, the two halves of a given affect group additionally received, respectively, performance-contingent or random rewards. The results replicated the typical affect effect, in terms of reduced proactive control under positive as compared to neutral affect. Also, the typical reward effects associated with increased proactive control were replicated. Most interestingly, performance-contingent reward counteracted the positive affect effect, whereas random reward mirrored that effect. In sum, this study provides first evidence that performance-contingent reward, on the one hand, and positive affect and performance-noncontingent reward, on the other hand, have oppositional effects on cognitive control: Only performance-contingent reward showed a motivational effect in terms of a strategy shift toward increased proactive control, whereas positive affect alone and performance-noncontingent reward reduced proactive control. Moreover, the integrative design of this study revealed the vulnerability of positive affect effects to motivational manipulations. The results are discussed with respect to current neuroscientific theories of the effects of dopamine on affect, reward, and cognitive control.     

Estimating flexible distributions of ideal-points with external analysis of preferences

Ideal-points are widely used to model choices when preferences are single-peaked. Ideal-point choice models have been typically estimated at the individual-level, or have been based on the assumption that ideal-points are normally distributed over the population of choice makers. We propose two probabilistic ideal-point choice models for the external analysis of preferences that allow for more flexible multimodal distributions of ideal-points, thus acknowledging the existence of subpopulations with distinct preferences. The first model extends the ideal-point probit model for heterogeneous preferences to accommodate a mixture of multivariate normal distributions of ideal-points. The second model assumes that ideal-points are uniformly distributed within finite ranges of the attribute space, leading to a more simplistic formulation and a more flexible distribution. The two models are applied to simulated and actual choice data, and compared to the ideal-point probit model.This research was funded by the Dean's Fund for Faculty Research of the Owen Graduate School of Management, Vanderbilt University.     

Self-consciousness, self-awareness, and justice in reward allocation

To what extent can self-awareness affect behavior in justice-related situations? The present study investigated the impact of both chronic levels (public and private self-consciousness), and experimentally induced self-awareness on responsiveness to concurrently operative hut opposing standards of justice in an allocation of pay situation. Subjects were exposed to an externally based (equity) standard and an internally based (equality) standard before dividing pay between themselves and a coworker. The results indicated that high public, low private self-consciousness persons conformed to the external standard by allocating equitably; high private, low public individuals confirmed to the internal standard by allocating equally. Further, subjects who divided their pay in the presence of a mirror allocated most equitably, followed by those whose allocations were made public, while those allocating in private allocated most equally. These latter results were discussed in terms of Wicklund and Hormuth's (1981) vs. Hull and Levy's (1979) conception of self-awareness phenomena. Finally, the importance of the self as a source for evaluating differing criteria of justice was discussed.     

Sex differences,sex-role orientation,and reward allocations

In study 1, 52 male and 52 female undergraduates allocated rewards to pairs of children for their performances in team and competitive situations. Males allocated rewards more equitably, especially when allocating to boys in competition, while females allocated rewards more equally. Boys, but not girls, who did more work received more rewards than their partner; and children with greater work inputs under competitive conditions received more rewards than children in team conditions. In study 2, the sex-role orientation of 60 college students was found to be related to their reward allocations. Males and females with a masculine sex-role orientation allocated rewards equitably, while individuals with a feminine sex-role orientation allocated rewards equally. Results indicated that sex and situational differences in reward allocations are affected by sex-role orientation and differential socialization practices by adults.Portions of study 1 were presented at the Midwestern Psychological Association Meeting, Chicago, May 1978.     

When leader–member exchange differentiation improves work group functioning: The combined roles of differentiation bases and reward interdependence

Drawing on social hierarchy theory, we develop a contingency model of leader–member exchange (LMX) differentiation in which LMX differentiation is positively and negatively related to group cooperation and group social undermining, respectively, when it is based on the group members’ performance, but the relations are reversed (i.e., negative and positive, respectively) when it stems from a leader's personal liking of the members. In addition, we propose that the moderating effects of the performance and personal liking bases of LMX differentiation are magnified by the levels of reward interdependence. Specifically, under a high (vs. low) level of reward interdependence, LMX differentiation based on performance more strongly relates to high group cooperation and low group social undermining, whereas LMX differentiation with a personal liking basis is more likely to decrease group cooperation and increase group social undermining. Group cooperation and social undermining are then hypothesized to convey the three‐way interactive effects of LMX differentiation, its two bases, and reward interdependence on subsequent group performance. Analyses of data from 328 sales groups of a large retailer support the core part of our contingency model of LMX differentiation.     

Age‐related differences in delay discounting: Immediate reward,reward magnitude,and social influence

Delay discounting refers to the tendency of individuals to subjectively devalue rewards that are to be received in the future, with high rates of delay discounting being associated with a variety of maladaptive life outcomes (e.g., unhealthy dietary and exercise behaviors). The current study explored the psychological and social processes involved in adult age‐related differences in delay discounting of monetary rewards. Younger adults exhibited higher levels of delay discounting than older adults. This increased level of patience in older adults was found whether smaller‐sooner rewards were to be received immediately or in the future. However, there was an interaction with reward magnitude, whereby younger adults exhibited higher levels of delay discounting for smaller reward magnitudes but not larger reward magnitudes. Social influence on delay discounting was investigated by having participants complete three phases of the delay‐discounting task: an individual precollaboration phase, a collaboration phase in age‐group‐matched dyads, and an individual postcollaboration phase. A convergence effect was observed in that dyad members' postcollaboration choices were significantly more similar compared to their baseline choices during the precollaboration phase. Moreover, levels of convergence were comparable between younger and older adults, suggesting age invariance in social influence on delay discounting. The current results demonstrate a degree of malleability in delay discounting that extends into older adulthood, making interventions targeting the construct a promising avenue for future research.     

Cutthroat cooperation: The effects of team role decisions on adaptation to alternative reward structures

Structural Adaptation Theory proposes that it is more difficult for teams to change from competitive to cooperative reward conditions than it is for them to change in the opposite direction, and this has been labeled the cutthroat cooperation effect [Johnson, M. D., Hollenbeck, J. R., Ilgen, D. R., Humphrey, S. E., Meyer, C. J., & Jundt, D. K. (2006). Cutthroat cooperation: Asymmetrical adaptation of team reward structures. Academy of Management Journal, 49, 103–120]. The current study investigated whether team role discussion can neutralize this effect and promote successful adaptation from competitive to cooperative reward structures. Consistent with our predictions, in a study that involved 75 four-person teams performing a complex task under cooperative reward conditions, we found that teams with a history of competitive rewards performed worse than teams with a history of cooperative rewards in a control condition. However, this effect was neutralized when teams allocated their roles in a team role discussion. This neutralization effect was driven by behavioral coordination and unmet expectations regarding conflict.