How Do Nascent Social Entrepreneurs Respond to Rewards? A Field Experiment on Motivations in a Grant Competition

References

• Allison TH , Davis BC , Short JC , Webb JW (2014) Crowdfunding in a prosocial microlending Environment: Examining the role of intrinsic vs. extrinsic cues. Entrepreneurship Theory Practice 39(1):53–73.Crossref, Google Scholar
• Andreoni J (1995) Cooperation in public-goods experiments: Kindness or confusion? Amer. Econom. Rev. 85(4):891–904.Google Scholar
• Andreoni J , Payne AA (2011) Is crowding out due entirely to fundraising? Evidence from a panel of charities. J. Public Econom. 95(5):334–343.Crossref, Google Scholar
• Andersson O , Huysentruyt M , Miettinen T , Stephan U (2017) Person-organization fit and incentives: A causal test. Management Sci. 63(1):73–96.Link, Google Scholar
• Ariely D , Bracha A , Meier S (2009) Doing good or doing well? Image motivation and monetary incentives in behaving prosocially. Amer. Econom. Rev. 99(1):544–555.Crossref, Google Scholar
• Ashraf A , Bandiera O , Davenport E , Lee SS (2020) Losing prosociality in the quest for talent? Sorting, selection, and productivity in the delivery of public services. Amer. Econom. Rev. 110(5):1355–1394.Crossref, Google Scholar
• Baumeister R (1998) The self. Gilbert D , Fiske S , Lindzsey G , eds. The Handbook of Social Psychology , Vol. 1, 4th ed. (McGraw-Hill, New York), 680–740.Google Scholar
• Bénabou R , Tirole J (2003) Intrinsic and extrinsic motivation. Rev. Econom. Stud. 70(3):489–520.Crossref, Google Scholar
• Bénabou R , Tirole J (2006) Incentives and prosocial behavior. Amer. Econom. Rev. 96(5):1652–1678.Crossref, Google Scholar
• Benartzi S , Beshears J , Milkman KL , Sunstein CR , Thaler RH , Shankar M , Tucker-Ray W , Congdon WJ , Galing S (2017) Should governments invest more in nudging? Psych. Sci. 28(8):1041–1055.Crossref, Google Scholar
• Besley T , Ghatak M (2005) Competition and incentives with motivated agents. Amer. Econom. Rev. 93(5):616–636.Crossref, Google Scholar
• Bhargava S , Manoli D (2015) Psychological frictions and the incomplete take-up of social benefits: Evidence from an IRS field experiment. Amer. Econom. Rev. 105(11):3489–3529.Crossref, Google Scholar
• Blader S , Gartenberg C , Prat A (2020) The contingent effect of management practices. Rev. Econom. Stud. 87(2):721–749.Google Scholar
• Blasco A , Jung OS , Lakhani KR , Menietti M (2019) Incentives for public goods inside organizations: Field experimental evidence. J. Econom. Behav. Organ. 160(April):214–229.Crossref, Google Scholar
• Bless H , Schwarz N (1998) Context effects in political judgement: Assimilation and contrast as a function of categorization processes. Eur. J. Soc. Psych. 28(2):159–172.Crossref, Google Scholar
• Bodner R , Prelec D (2003) Self-signaling and diagnostic utility in everyday decision making. Brocas I , Carillo J , eds. The Psychology of Economic Decisions—Vol. 1: Rationality and Well-Being (Oxford University Press, Oxford, UK), 105–126.Google Scholar
• Bosma N , Schott T , Terjesen S , Kew P (2016) GEM 2015 to 2016: Special topic report on social entrepreneurship. Report, Global Entrepreneurship Monitor, London.Google Scholar
• Boudreau KJ , Lakhani KR (2016) Innovation experiments: Researching technical advance, knowledge production, and the design of supporting institutions. Innov. Policy Econom. 16(1):135–167.Crossref, Google Scholar
• Bowles S (2016) The Moral Economy: Why Good Incentives Are No Substitute for Good Citizens (Yale University Press, London).Google Scholar
• Bowles S , Polanía-Reyes S (2012) Economic incentives and social preferences: Substitutes or complements? J. Econom. Literature 50(2):368–425.Crossref, Google Scholar
• Brandon A , List JA (2015) Markets for replication. Proc. Natl. Acad. Sci. USA 112(50):15267–15268.Crossref, Google Scholar
• Brüggemann J , Bizer K (2016) Laboratory experiments in innovation research: A methodological overview and a review of the current literature. J. Innov. Entrepreneurship 5(24):1–13.Google Scholar
• Brüggemann J , Proeger T (2017) The effectiveness of public subsidies for private innovations: An experimental approach. The BE J. Econom. Anal. & Policy 17(4).Google Scholar
• Campbell BA , Kryscynski D , Olson DM (2017) Bridging strategic human capital and employee entrepreneurship research: A labor market frictions approach. Strategic Entrepreneurship J. 11(3):344–356.Crossref, Google Scholar
• Cassar L , Meier S (2018) Nonmonetary incentives and the implications of work as a source of meaning. J. Econom. Perspect. 32(3):215–238.Crossref, Google Scholar
• Chandra Y (2016) A rhetoric-orientation view of social entrepreneurship. Soc. Enterpreneurship J. 12(2):161–200.Crossref, Google Scholar
• Choi JJ , Haisley E , Kurkoski J , Massey C (2017) Small cues change savings choices. J. Econom. Behav. Organ. 142(October):378–395.Crossref, Google Scholar
• Clingingsmith D , Khwaja AI , Kremer M (2009) Estimating the impact of the Hajj: Religion and tolerance in Islam’s global gathering. Quart. J. Econom. 124(3):1133–1170.Crossref, Google Scholar
• Currie J , Gahvari F (2008) Transfers in cash and in-kind: Theory meets the data. J. Econom. Literature 46(2):333–383.Crossref, Google Scholar
• Dal Bó E , Finan F , Rossi M (2013) Strengthening state capabilities: The role of financial incentives in the call to public service. Quart. J. Econom. 128(3):1169–1218.Crossref, Google Scholar
• Deci EL , Ryan RM (1985) Intrinsic Motivation and Self-Determination in Human Behavior (Plenum Press, New York).Crossref, Google Scholar
• Deci EL , Koestner R , Ryan RM (1999) A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation. Psych. Bull. 125(6):627–668.Crossref, Google Scholar
• DellaVigna S , Pope D (2018) What motivates effort? Evidence and expert forecasts. Rev. Econom. Stud. 85(2):1029–1069.Crossref, Google Scholar
• de Mel S , McKenzie D , Woodruff C (2014) Business training and female enterprise start-up, growth, and dynamics: Experimental evidence from Sri Lanka. J. Development Econom. 106(January):199–210.Crossref, Google Scholar
• Deserranno E (2019) Financial incentives as signals: Experimental evidence from the recruitment of village promoters in Uganda. Amer. Econom. J. Appl. Econom. 11(1):277–317.Crossref, Google Scholar
• Ederer F , Manso G (2013) Is pay-for-performance detrimental to innovation? Management Sci. 59(7):1496–1513.Link, Google Scholar
• Exley CL (2018) Incentives for prosocial behavior: the role of reputations. Management Sci. 64(5):2460–2471.Link, Google Scholar
• Exley CL , Kessler JB (2019) The gender gap in self-promotion. NBER Working Paper No. 26345, National Bureau of Economic Research, Cambridge, MA.Crossref, Google Scholar
• Fosgaard MR, Fosgaard TR, Foss NJ (2017) Consumer or citizen? Prosocial behaviors in markets and non-markets. Soc. Choice Welfare 49(2):231–253.Google Scholar
• Frey BS (1994) How intrinsic motivation is crowded out and in. Rationality Soc. 6(3):334–352.Crossref, Google Scholar
• Ganguli I , Gaulé P , Guinan E , Lakhani K (2017) Do scientists care about kudos? A field experiment on status rewards in academia. Working paper, University of Massachusetts Amherst, Amherst.Google Scholar
• Gartenberg C , Prat A , Serafeim G (2019) Corporate purpose and financial performance. Organ. Sci. 30(1):1–8.Link, Google Scholar
• Germak AJ , Robinson JA (2014) Exploring the motivation of nascent social entrepreneurs. J. Soc. Entrepreneurship 5(1):5–21.Crossref, Google Scholar
• Gneezy U , Rustichini A (2000) Pay enough or don’t pay at all. Quart. J. Econom. 115(3):791–810.Crossref, Google Scholar
• Gneezy U , Meier S , Rey-Biel P (2011) When and why incentives (don’t) work to modify behaviour. J. Econom. Perspect. 25(4):191–210.Crossref, Google Scholar
• Grant AM , Sumanth JJ (2009) Mission possible? The performance of prosocially motivated employees depends on manager trustworthiness. J. Appl. Psych. 94(4):927–944.Crossref, Google Scholar
• Grillos T (2017) Economic vs non-material incentives for participation in an in-kind payments for ecosystem services program in Bolivia. Ecological Econom. 131(January):178–190.Crossref, Google Scholar
• Guzman G , Oh JJ , Sen A (2020) What motivates innovative entrepreneurs? Evidence from a global field experiment. Management Sci. 66(10):4808–4819.Link, Google Scholar
• Hart RP , Caroll CE (2014) DICTION 7: The Text Analysis Program (Digitext, Austin, TX).Google Scholar
• Heckathorn DD (1997) Respondent-driven sampling: A new approach to the study of hidden populations. Soc. Problems 44(2):174–199.Crossref, Google Scholar
• Henderson R , Van den Steen E (2015) Why do firms have “purpose”? The firm’s role as a carrier of identity and reputation. Amer. Econom. Rev. 105(5):326–330.Crossref, Google Scholar
• Hengel E (2018) Publishing while female: Are women held to higher standards? Evidence from peer review. Working paper, University of Liverpool, Liverpool, UK.Google Scholar
• Herz H , Schunk D , Zehnder C (2014) How do judgmental overconfidence and overoptimism shape innovative activity? Games Econom. Behav. 83(January):1–23.Crossref, Google Scholar
• Hossain T , Li KK (2014) Crowding out in the labor market: A prosocial setting is necessary. Management Sci. 60(5):1148–1160.Link, Google Scholar
• Houser D , Kurzban R (2002) Revisiting kindness and confusion in public goods experiments. Amer. Econom. Rev. 92(4):1062–1069.Crossref, Google Scholar
• Hummel D , Maedche A (2019) How effective is nudging? A quantitative review on the effect sizes and limits of empirical nudging studies. J. Behav. Experiment. Econom. 1(80):47–58.Crossref, Google Scholar
• Huysentruyt M , Mair M , Stephan U (2016) Market-oriented and mission-focused: Social enterprises around the globe. Stanford Soc. Innovation Rev. (October 19), https://ssir.org/articles/entry/market_oriented_and_mission_focused_social_enterprises_around_the_globe.Google Scholar
• Kessler JB , Milkman KL (2018) Identity in charitable giving. Management Sci. 64(2):845–859.Link, Google Scholar
• Kram KE (1985) Mentoring at Work (Scott, Foresman, Boston).Google Scholar
• Lacetera N , Macis M , Slonim R (2014) Rewarding volunteers: A field experiment. Management Sci. 60(5):1107–1129.Link, Google Scholar
• Laffont JJ , Maskin E (1982) The theory of incentives: An overview. Hildenbrand W , ed. Advances in Economic Theory (Cambridge University Press, Cambridge, UK), 31–94.Google Scholar
• Landis JR, Koch GG (1977) The measurement of observer agreement for categorical data. Biometrics 1:159–174.Google Scholar
• Lazear BEP , Malmendier U , Weber RA (2012) Sorting in experiments with application to social preferences. Amer. Econom. Rev. Appl. Econom. 4(1):136–163.Crossref, Google Scholar
• Lieber EM , Lockwood LM (2020) Targeting with in-kind transfers: Evidence from Medicaid home care. Amer. Econom. Rev. 109(4):1461–1485.Google Scholar
• List JA (2011) The market for charitable giving. J. Econom. Perspect. 25(2):157–180.Crossref, Google Scholar
• Lyons E , Zhang L (2019) Trade-offs in motivating volunteer effort: Experimental evidence on voluntary contributions to science. PLoS One 14(11):e0224946.Crossref, Google Scholar
• Mair J , Marti I (2006) Social entrepreneurship research: A source of explanation, prediction, and delight. J. World Bus. 41(1):36–44.Crossref, Google Scholar
• Manski CF (1993) Identification of endogenous social effects: The reflection problem. Rev. Econom. Stud. 60(3):531–542.Crossref, Google Scholar
• Murciano-Goroff R (2018) Missing women in tech: The labor market for highly skilled software engineers. Working paper, New York University, New York.Google Scholar
• Noe R , Greenberger DB , Wang S (2002) Mentoring: What we know and where we might go. Ferris G , Martocchio JJ , eds. Research in Personnel and Human Resources Management , Research in Personnel and Human Resources Management, vol. 21 (Emerald Group Publishing, Bingley, UK), 129–173.Crossref, Google Scholar
• Organisation for Economic Co-operation and Development (OECD) (2011) Fostering innovation to address social challenges. Report, Organisation for Economic Co-operation and Development, Paris.Google Scholar
• Pennebaker JW , Booth RJ , Boyd RL , Francis ME (2015) Linguistic Inquiry and Word Count: LIWC2015 (Pennebaker Conglomerates, Austin, TX).Google Scholar
• Perry JL , Hondeghem A , eds. (2008) Motivation in Public Management: The Call of Public Service (Oxford University Press, Oxford, UK).Google Scholar
• Piezunka H , Dahlander L (2019) Idea rejected, tie formed: Organizations’ feedback on crowdsourced ideas. Acad. Management J. 62(2):503–530.Crossref, Google Scholar
• Renko M (2013) Early challenges of nascent social entrepreneurs. Entrepreneurship Theory Practice 37(5):1045–1069.Crossref, Google Scholar
• Reynolds PD , Carter NM , Gartner WB , Greene PG (2004) The prevalence of nascent entrepreneurs in the United States: Evidence from the panel study of entrepreneurial dynamics. Small Bus. Econom. 23(4):263–284.Crossref, Google Scholar
• Riggio RE , Taylor SJ (2000) Personality and communication skills as predictors of hospice nurse performance. J. Bus. Psych. 15(2):351–359.Crossref, Google Scholar
• Robert C (2010) AVG_EFFECT: Stata module to calculate mean (standardized) effect size across multiple outcomes. Accessed October 29, https://EconPapers.repec.org/RePEc:boc:bocode:s457196.Google Scholar
• Roy AD (1951) Some thoughts on the distribution of earnings. Oxford Econom. Papers 3(2):135–146.Crossref, Google Scholar
• Rudman LA (1998) Self-promotion as a risk factor for women: The costs and benefits of counterstereotypical impression management. J. Personality Soc. Psych. 74(3):629–645.Crossref, Google Scholar
• Sauermann H (2018) Fire in the belly? Employee motives and innovative performance in startups vs. established firms. Strategic Entrepreneurship J. 12(4):423–454.Crossref, Google Scholar
• Short JC , Palmer TB (2008) The application of DICTION to content analysis research in strategic management. Organ. Res. Methods 11(4):727–752.Crossref, Google Scholar
• Stewart J (2003) Recalibrating the Flesch Readability Index for the twenty-first century. Bull. Internat. Cultural Res. Inst. Chikushi Jogakuen Univ./Junior College (14), http://www.stewartenglish.com/Recalibrating_Abstract.pdf.Google Scholar
• Titmuss RM (1972) The gift relationship: From human blood to social policy. J. Soc. Policy 1(1):81–84.Google Scholar
• Turban DB , Lee FK (2007) The role of personality in mentoring relationships: Formation, dynamics and outcomes. Ragins BR , Kram KE , eds. The Handbook of Mentoring at Work: Theory, Research, And Practice (Sage, Thousand Oaks, CA), 21–50.Google Scholar
• Vohs KD (2015) Money priming can change people’s thoughts, feelings, motivations, and behaviors: An update on 10 years of experiments. J. Experiment. Psych. General 144(4):e86–e93.Crossref, Google Scholar
• von Essen E , Huysentruyt M , Miettinen T (2020) Exploration in teams and the encouragement effect: Theory and experimental evidence. Management Sci. , ePub ahead of print May 22, https://doi.org/10.1287/mnsc.2019.3494.Link, Google Scholar
• Wänke M , Bohner G , Jurkowitsch A (1997) There are many reasons to drive a BMW: Does imagined ease of argument generation influence attitudes? J. Consumer Res. 24(2):170–177.Crossref, Google Scholar
• Zahra SA , Gedajlovic E , Neubaum DO , Shulman JM (2009) A typology of social entrepreneurs: Motives, search processes and ethical challenges. J. Bus. Venturing 24(5):519–532.Crossref, Google Scholar