Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/173251
Authors: 
Jeworrek, Sabrina
Mertins, Vanessa
Vlassopoulos, Michael
Year of Publication: 
2018
Series/Report no.: 
IWH Discussion Papers 1/2018
Abstract: 
Failure in organisations is a very common phenomenon. Little is known about whether past failure affects workers' subsequent performance. We conduct a field experiment in which we follow up a failed mail campaign to attract new volunteers with a phone campaign pursuing the same goal. We recruit temporary workers to carry out the phone campaign and randomly assign them to either receive or not receive information about the previous failure and measure their performance. We find that informed workers perform better - in terms of both numbers dialed (about 14% improvement) and completed interviews (about 20% improvement) - regardless of whether they had previously worked on the failed mail campaign. Evidence from a second experiment with student volunteers asked to support a campaign to reduce food waste suggests that the mechanism behind our finding relates to contextual inference: Informing workers/volunteers that they are pursuing a goal that is hard to attain seems to add meaning to the work involved, leading them to exert more effort.
Subjects: 
contextual inference
feedback
failure
field experiment
meaning of work
JEL: 
C93
J22
M50
Document Type: 
Working Paper

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