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• W2121355488 startingPage "834" @default.
• W2121355488 abstract "Firms can increase profitability by appropriately motivating managers. We investigate drivers of managerial motivation, and propose how firms can use performance pay to alter motivational patterns. We focus on the agent’s optimal effort decision in trading off compensation utility with effort cost in a static and dynamic setting. Surprisingly, we find that lower risk aversion or increased pay are not necessarily motivating factors, and identify the relevant effort drivers underlying the agent’s utility and compensation plan. We characterize properties of agents’ preferences for output lotteries (risk aversion, aggressiveness, prudence) that trigger systematic motivational patterns with respect to a variety of factors, such as the agent’s productivity and past performance, time to evaluation, the firm’s capabilities, and market factors. Our insights are robust, holding under very general modeling assumptions on preferences, rewards, and the stochastic effort-output function." @default.
• W2121355488 created "2016-06-24" @default.
• W2121355488 creator A5058097769 @default.
• W2121355488 creator A5072785175 @default.
• W2121355488 date "2007-05-01" @default.
• W2121355488 modified "2023-09-25" @default.
• W2121355488 title "Managerial Motivation Dynamics and Incentives" @default.
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• W2121355488 doi "https://doi.org/10.1287/mnsc.1060.0640" @default.
• W2121355488 hasPublicationYear "2007" @default.
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