Publication Date

2016

Abstract

Research has shown a robust tendency for people to underestimate their ability to get others to comply with their requests. In five studies, we demonstrate that this underestimation-of-compliance effect is reduced when requesters offer money in exchange for compliance. In Studies 1 and 2, participants assigned to a no-incentive or monetary-incentive condition made actual requests of others. In both studies, requesters who offered no incentives underestimated the likelihood that those they approached would grant their requests; however, when requesters offered monetary incentives, this prediction error was mitigated. In Studies 3-5, we present evidence in support of a model to explain the underlying mechanism for this attenuation effect. Studies 3 and 4 demonstrate that offering monetary incentives activates a money-market frame. In Study 5, we find that this activation reduces the discomfort associated with asking, allowing requesters to more accurately assess the size of their request and, consequently, the likelihood of compliance.

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Required Publisher Statement
© Elsevier. This is a preprint version of this article. The final version is published as: Bohns, V. K., Newark, D. A., & Xu, A. Z. (2016). For a dollar, would you…? How (we think) money affects compliance with our requests. Organizational Behavior and Human Decision Processes, 134, 45-62. doi:10.1016/j.obhdp.2016.04.004
Reprinted with permission. All rights reserved.

Suggested Citation
Bohns, V. K., Newark, D. A., & Xu, A. Z. (2016). For a dollar, would you…? How (we think) money affects compliance with our requests[Electronic version]. Retrieved [insert date], from Cornell University, ILR School site: http://digitalcommons.ilr.cornell.edu/articles/1073

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