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Title: Do extrinsic incentives undermine social norms? Evidence from a field experiment in energy conservation
Autores: Pellerano Guzmán, José Antonio
Price, M. K.
Puller, S. L.
Sánchez, G. E.
Researchers (UNIBE): Pellerano Guzmán, José Antonio 
Affiliations: Facultad de Ciencias Económicas y Sociales 
Research area: Ciencias Sociales
Keywords: Behavioral economics; Field experiments; Energy conservation; Normative appeals
Issue Date: 2016
Publisher: Springer
Source: Environmental and Resource Economics, 67, 413–428
Journal: Environmental and Resource Economics 
Volume: 67
Start page: 413
End page: 428
Policymakers use both extrinsic and intrinsic incentives to induce consumers to change behavior. This paper investigates whether the use of extrinsic financial incentives is complementary to intrinsic incentives, or whether financial incentives undermine the effect of intrinsic incentives. We conduct a randomized controlled trial that uses information interventions to residential electricity customers to test this question. We find that adding economic incentives to normative messages not only does not strengthen the effect of the latter but may reduce it. These results are consistent with recent theoretical work that suggests a tension between intrinsic motivation and extrinsic incentives.
DOI: 10.1007/s10640-016-0094-3
Appears in Collections:Publicaciones de la Facultad de Ciencias Económicas y Sociales
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