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It's Not the Size of the Gift; It's how You Present it

其他書名	New Evidence on Gift Exchange from a Field Experiment
出版	Harvard Business School, 2013
URL	http://books.google.com.hk/books?id=U5t4oAEACAAJ&hl=&source=gbs_api

註釋Behavioral economists argue that above-market wages elicit reciprocity, causing employees to work harder--even in the absence of repeated interactions or strategic career concerns. In a field experiment with 266 employees, we show that paying abovemarket wages, per se, does not have an effect on effort. However, structuring a portion of the wage as a clear and unexpected gift (by hiring at a given wage, and then offering a raise with no further conditions after the employee has accepted the contract) does lead to persistently higher effort. Consistent with the idea that the recipient's interpretation of the wage as a gift is an important factor, we find that effects are strongest for employees with the most experience and those who have worked most recently--precisely the individuals who would recognize that this is a gift.