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• W3123409725 abstract "Desire for social esteem is a source of prosocial behavior. We develop a model in which actors' utility of esteem depends on the audience. In a principal-agent setting, we show that the model can account for motivational crowding out. Control systems and pecuniary incentives erode morale by signaling to the agent that the principal is not worth impressing. The model also offers an explanation for why agents are motivated by unconditionally high pay and by mission-oriented principals. (JEL D01, D82)" @default.
• W3123409725 created "2021-02-01" @default.
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• W3123409725 date "2008-05-01" @default.
• W3123409725 modified "2023-10-03" @default.
• W3123409725 title "Pride and Prejudice: The Human Side of Incentive Theory" @default.
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• W3123409725 doi "https://doi.org/10.1257/aer.98.3.990" @default.
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