I'll have one of each

How separating rewards into (meaningless) categories increases motivation

Bibliographic Data

ID6206375
AuthorsScott S Wiltermuth (0000-0003-4560-7845, University of Southern California), Francesca Gino (0000-0002-9794-482X, Harvard University Press)
Year2013
Volume104
Issue1
Pages1-13
Publication date2013-01-01
Peer ReviewedYes
Open AccessNo
TypeARTICLE
VenueJournal of Personality and Social Psychology (JOURNAL)
Journal identifiersISSN: 0022-3514 • E-ISSN: 1939-1315
PublisherAmerican Psychological Association (APA) (PUBLISHER)
DOI10.1037/a0030835
PMID23181545
OpenAlexW2141179100
LanguageEN
Citations received3
References cited39

We propose that separating rewards into categories can increase motivation, even when those categories are meaningless. Across six experiments, people were more motivated to obtain one reward from one category and another reward from another category than they were to obtain two rewards from a pool that included all items from either reward category. As a result, they worked longer when potential rewards for their work were separated into meaningless categories. This categorization effect persisted regardless of whether the rewards were presented using a gain or loss frame. Using both moderation and mediation analyses, we found that categorizing rewards had these positive effects on motivation by increasing the degree to which people felt they would "miss out" if they did not obtain the second reward. We discuss implications for research on motivation and incentives

Categorization · Cognitive psychology · Incentive · Mediation · Moderation · Behavioral Health and Interventions · Cultural Differences and Values · Psychology · Social and Intergroup Psychology · Social Psychology

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