The magic of the personal touch : field experimental evidence on money appreciation as gifts


Bradler, Christiane ; Neckermann, Susanne


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URL: https://ub-madoc.bib.uni-mannheim.de/41230
URN: urn:nbn:de:bsz:180-madoc-412309
Document Type: Working paper
Year of publication: 2016
The title of a journal, publication series: ZEW Discussion Papers
Volume: 16-043
Place of publication: Mannheim
Publication language: English
Institution: Sonstige Einrichtungen > Zentrum für Europ. Wirtschaftsforschung (ZEW)
MADOC publication series: Veröffentlichungen des ZEW (Zentrum für Europäische Wirtschaftsforschung) > ZEW Discussion Papers
Subject: 330 Economics
Classification: JEL: C93 , M52,
Keywords (English): Gift exchange , reciprocity , employee performance , pro-social behavior , gratitude, personal touch , field experiment
Abstract: This paper makes use of two field experiments to explore individual effort responses to gifts. We extend the literature by looking at nonfinancial gifts and gifts that combine financial and nonfinancial elements with or without adding a “personal touch.” We find that non-pecuniary gifts that signal worker appreciation induce reciprocity. Most importantly, we find that there are interaction effects between money and appreciation. While money and appreciation are individually effective, they only work well together when they are combined with a personal touch. This points to the importance of interpersonal elements in gift giving and has important implications for how to effectively elicit worker effort.

Das Dokument wird vom Publikationsserver der Universitätsbibliothek Mannheim bereitgestellt.




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Bradler, Christiane ; Neckermann, Susanne (2016) The magic of the personal touch : field experimental evidence on money appreciation as gifts. Open Access ZEW Discussion Papers Mannheim 16-043 [Working paper]
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