Competitive incentives: Working harder or working smarter?

Anat Bracha, Chaim Fershtman

Research output: Contribution to journalArticlepeer-review


Almost all jobs require a combination of cognitive effort and labor effort. This paper focuses on the effect that competitive incentive schemes have on the chosen combination of these two types of efforts. We use an experimental approach to show that competitive incentives may induce agents to work harder but not necessarily smarter. This effect was stronger for women.

Original languageAmerican English
Pages (from-to)771-781
Number of pages11
JournalManagement Science
Issue number4
StatePublished - Apr 2013


  • Behavioral economics
  • Competitive incentives
  • Individual decision making
  • Lab experiment
  • Work effort

All Science Journal Classification (ASJC) codes

  • Strategy and Management
  • Management Science and Operations Research


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