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- Julia Rohrer | Not Even Unreplicable
- Daniel Lakens | When It’s OK to Use P-Values
- Ben Newell | Nudges For People Who Think
- Uli Schimmack | Implicit Preferences
- Fiona Fidler & Bonnie Wintle | The repliCATS Project
- Anna Dreber Almenberg | Replications and Predicting Replication Outcomes
- Adam Gorajek & Joel Bank | Star Wars at Central Banks
- Frederik Anseel | Can We Accomplish Both Academic And Practical Impact
- Gilad Chen | Research Methods Seminar
- Gilad Chen | The State Of The OB Science
- Gilad Feldman | Mass Mobilizing For Collaborative Credibility Revolution
- Hazel Bateman | Learning To Value Annuities
- Jonas Fooken | Performance-Based Pay, Motivation, Stress And Preferences
- Will Felps | Can We Make Business Science Better
- John Roberts | A Research Agenda for Studying the Role of Emotions in Choice Models
- Joel Pearson | Future Minds Lab, Who Are We And What Are We Doing
- Lionel Page | The Matthew Effect: How Success Fosters Further Success
- Bob Reed | On Replications, Significance Testing, Confidence Intervals and p-Values
- Elise Payzan-Le Nestour | Neuroeconomics as Neuropragmatism
- Fiona Fidler | Will This Time Be Different
- Eva Vivalt | How Much Can We Generalize From Impact Evaluations?
- Amirali Minbashian | Lessons From Psychology
- Daniel Friedman | Varieties of Risk Elicitation
- Gina Perry | Backstage and Frontstage
- Danielle Navarro | Between the devil and the deep blue sea
- Uwe Dulleck | The Case for Economic Theory
- Chris Donkin | Back to the Drawing Board
- Carsten Murawski | Computational Complexity and Decision-Making
- Will Felps | Solutions to the Credibility Crisis in Business Science
- Joshua Miller | The Hot Hand Fallacy Fallacy
- Mark Rubin | Hypothesising After the Results are Known
- Jeanette Deetlefs | On Recently Completed RCT Interventions
- Chew Soo Hong | A Revolutionary Understanding of How People Make Decisions
- Rachael Meager | Evidence Aggregation in the Presence of Heterogeneity
- Dan Goldstein | Interpretable Artificial Intelligence
- Glenn W. Harrison | Welfare Evaluation of Insurance
- Adam Gorajek | An Introduction to Specification Curves and P-curves
- Renee Adams | The ABCs of Empirical Corporate (Governance) Research
- Vinayak Dixit | Risk Perceptions in Transport
- Michaela Pagel | The Retirement-Consumption Puzzle
- Sarah Walker | Taking the Lab to the Field
- Eva Vivalt | How Do Policymakers Update?
- Gideon Nave | Does Oxytocin Increase Trust in Humans?
- Peter Bossaerts | How Neurobiology Can Inform Decision Science
- Erte Xiao on Competing by Default: A New Way to Break the Glass Ceiling
- Clara Chen on The Effects of Directional Goals
- Taisuke Imai | Meta-Analysis in Behavioral Economics
- Useful links
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- Members and associates
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- Home
- About us
- Announcements
-
Events
Past Workshops
- Bob Reed | Social capital and economic growth
- NSW Emerging HR Professionals Network
- 2019 Invitation-Only Workshop
- 2018 Workshop: From Questionable Research Practices to Sound Science
- 2017 Workshop on Research Methods in Social Sciences and Business
- 2016 Workshop on Experimental Research in Social Science and Business
- 2015 BizLab workshop in Experimental Methods
Past Seminars
- Sam Kirshner | Artificial Agents in Operations Management Experiments
- Jack Fitzgerald | The Need for Equivalence Testing in Economics
- Ben Greiner | Reproducibility in Economics and Management
- Florian Artinger | Frequency, Costs, and Remedies of “Cover-Your-Ass” Behaviour in Organisations
- Florian Artinger | BIBaP Luncheon on Psychological AI
- Jack Fitzgerald | Impact of Hypothetical Incentives
- Patrick Vu | Why Are Replication Rates So Low
- Malte Friese | Is Ego Depletion Real? An Analysis of Arguments
- Thomas Pfeiffer | Replication Markets In The Social And Behavioural Sciences
- Chris Donkin | Why Preregistration Is Not Worthwhile
- Bill von Hippel | Discovering Your Own Name On A Wall Of Shame
- Eva Vivalt | Uses of Forecasts in Research
- Bob Reed | Yes You Can Calculate Ex Post Power
- Xueting Wang | Quasi-hyperbolic Present Bias
- Julia Rohrer | Not Even Unreplicable
- Daniel Lakens | When It’s OK to Use P-Values
- Ben Newell | Nudges For People Who Think
- Uli Schimmack | Implicit Preferences
- Fiona Fidler & Bonnie Wintle | The repliCATS Project
- Anna Dreber Almenberg | Replications and Predicting Replication Outcomes
- Adam Gorajek & Joel Bank | Star Wars at Central Banks
- Frederik Anseel | Can We Accomplish Both Academic And Practical Impact
- Gilad Chen | Research Methods Seminar
- Gilad Chen | The State Of The OB Science
- Gilad Feldman | Mass Mobilizing For Collaborative Credibility Revolution
- Hazel Bateman | Learning To Value Annuities
- Jonas Fooken | Performance-Based Pay, Motivation, Stress And Preferences
- Will Felps | Can We Make Business Science Better
- John Roberts | A Research Agenda for Studying the Role of Emotions in Choice Models
- Joel Pearson | Future Minds Lab, Who Are We And What Are We Doing
- Lionel Page | The Matthew Effect: How Success Fosters Further Success
- Bob Reed | On Replications, Significance Testing, Confidence Intervals and p-Values
- Elise Payzan-Le Nestour | Neuroeconomics as Neuropragmatism
- Fiona Fidler | Will This Time Be Different
- Eva Vivalt | How Much Can We Generalize From Impact Evaluations?
- Amirali Minbashian | Lessons From Psychology
- Daniel Friedman | Varieties of Risk Elicitation
- Gina Perry | Backstage and Frontstage
- Danielle Navarro | Between the devil and the deep blue sea
- Uwe Dulleck | The Case for Economic Theory
- Chris Donkin | Back to the Drawing Board
- Carsten Murawski | Computational Complexity and Decision-Making
- Will Felps | Solutions to the Credibility Crisis in Business Science
- Joshua Miller | The Hot Hand Fallacy Fallacy
- Mark Rubin | Hypothesising After the Results are Known
- Jeanette Deetlefs | On Recently Completed RCT Interventions
- Chew Soo Hong | A Revolutionary Understanding of How People Make Decisions
- Rachael Meager | Evidence Aggregation in the Presence of Heterogeneity
- Dan Goldstein | Interpretable Artificial Intelligence
- Glenn W. Harrison | Welfare Evaluation of Insurance
- Adam Gorajek | An Introduction to Specification Curves and P-curves
- Renee Adams | The ABCs of Empirical Corporate (Governance) Research
- Vinayak Dixit | Risk Perceptions in Transport
- Michaela Pagel | The Retirement-Consumption Puzzle
- Sarah Walker | Taking the Lab to the Field
- Eva Vivalt | How Do Policymakers Update?
- Gideon Nave | Does Oxytocin Increase Trust in Humans?
- Peter Bossaerts | How Neurobiology Can Inform Decision Science
- Erte Xiao on Competing by Default: A New Way to Break the Glass Ceiling
- Clara Chen on The Effects of Directional Goals
- Taisuke Imai | Meta-Analysis in Behavioral Economics
- Useful links
- Articles
- Members and associates
- Contact
Jonas Fooken

12/11/2019 - 12:00 - 13:00
Room 464, UNSW Business School, UNSW
Description
- November 12, 2019
- Speaker: Jonas Fooken
- Topic: Performance-Based Pay, Motivation, Stress And Preferences by Jonas Fooken, Alanah Jenner, and Stacey Parker
Abstract
In employment contracts, performance-based pay can motivate higher employee effort. However, in practice, not everyone performs better with explicit incentives. This could be because incentives increase performance-enhancing effort but also performance-reducing stress. In this study, we investigate if (between-individual heterogeneity in) the effect of performance-based pay can be explained by stress.
We hypothesise that workers experience more stress when their pay is performance-based, but performance is only adversely affected by this stress for some individuals. Using students as workers in a laboratory experiment, we test performance under three payment schemes: Fixed pay, gain-framed performance-based pay and loss-framed performance-based pay. Participants state their payment scheme preference, before and after working under the different schemes, and work in a randomly chosen scheme.
All participants work once in each pay scheme. We record participants’ self-reported effort, their (quantitative and qualitative) performance and their stress. To measure stress we elicit self-reported anxiety and fatigue, and record their heart rate variability. Our results show that performance-based pay increases effort, but not necessarily performance. The pay schemes also affect stress, a possible mediator between effort and performance. We also find differences in terms of the effect of stress on effort, in terms of the relationship between performance and stress under gain-framed and loss-framed pay, and we observe substantial changes in the preferred pay scheme after experiencing all three alternatives.
About the speaker
Dr Jonas Fooken is a postdoctoral research fellow at the Centre for the Business and Economics of Health (CBEH), specialising in topics of behavioural economics. He joined CBEH from a research position in the Behavioural Economics Team of the European Commission’s Joint Research Centre. His main ongoing research project, supported by a UQ Early Career Researcher Grant, is to study the economic preferences of older adults.
These preferences tell us how we would like to use our economic resources – our money – if we can use them now or in the future, share them with others, or make investments. To study economic preferences is a typical topic of behavioural economics, but most data on these preferences has been collected using students. With growing numbers of older adults in the population, most of whom are active, fit and frequently make decisions over their resources, it is essential to know if economic preferences change when we become older. Dr Fooken’s research addresses this gap in the knowledge.