TY  - RPRT
        AU  - Englmaier, Florian
AU  - Roider, Andreas
AU  - Sunde, Uwe
        TI  - The Role of Salience in Performance Schemes: Evidence from a Field Experiment
        PY  - 2012/Mar/
        PB  - Institute of Labor Economics (IZA)
        CY  - Bonn
        T2  - IZA Discussion Paper
        IS  - 6448
        UR  - https://www.iza.org/publications/dp6448
        AB  - Incentive schemes affect performance and priorities of agents but, in reality, they can be complicated even for simple tasks. We analyze the effects of the salience of incentives in a team production setting where the principal has an interest in quantity and quality of output. We use data from a controlled field experiment that changed the communication of the incentive system without changing the incentive system. The results indicate that salience of incentives itself is statistically and economically important for performance. We find that higher salience of incentives for quantity increases quantity, reduces quality, and increases in-pocket income of team managers.
        KW  - communication
KW  - salience
KW  - attention
KW  - incentives
KW  - field experiments
        ER  -