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Title:Bonus payments and reference point violations PDF Logo
Authors:Ockenfels, Axel
Sliwka, Dirk
Werner, Peter
Issue Date:2010
Series/Report no.:IZA Discussion Papers 4795
Abstract:We investigate how bonus payments affect satisfaction and performance of managers in a large, multinational company. We find that falling behind a naturally occurring reference point for bonus comparisons reduces satisfaction and subsequent performance. The effects tend to be mitigated if information about one's relative standing towards the reference point is withheld.
Subjects:Reference points
incentives
bonus payments
job satisfaction
job performance
JEL:D03
M52
Document Type:Working Paper
Appears in Collections:IZA Discussion Papers, Forschungsinstitut zur Zukunft der Arbeit (IZA)

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