Incentive Design With Uncertainty: Keep the Hope Alive

Xiyueyao Luo, Luxi Shen

Research output: Contribution to ConferencePosterProfessional

Abstract

Shen et al. (2015) show consumers work harder for uncertain rewards than for certain rewards. How can marketers design an effort score-payoff system with uncertainty? We find that to boost effort investment within a time limit, adding uncertainty to the score-payoff part is more effective than the effort-score part.
Original languageEnglish
Publication statusPublished - Oct 2017
Externally publishedYes
Event2017 Association for Consumer Research Conference, San Diego - Grand Hyatt, San Diego, United States
Duration: 26 Oct 201729 Oct 2017
http://www.acrwebsite.org/web/acr-content/1033/2017-acr-conference-call-for-papers.aspx

Conference

Conference2017 Association for Consumer Research Conference, San Diego
CountryUnited States
CitySan Diego
Period26/10/1729/10/17
Internet address

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Luo, X., & Shen, L. (2017). Incentive Design With Uncertainty: Keep the Hope Alive. Poster session presented at 2017 Association for Consumer Research Conference, San Diego, San Diego, United States.