Design of Incentive Systems

Experimental Approach to Incentive and Sorting Effects

  • Dennis D. Fehrenbacher

Part of the Contributions to Management Science book series (MANAGEMENT SC.)

Table of contents

  1. Front Matter
    Pages i-xviii
  2. Dennis D. Fehrenbacher
    Pages 1-11
  3. Dennis D. Fehrenbacher
    Pages 13-29
  4. Dennis D. Fehrenbacher
    Pages 31-59
  5. Dennis D. Fehrenbacher
    Pages 61-96
  6. Dennis D. Fehrenbacher
    Pages 97-127
  7. Dennis D. Fehrenbacher
    Pages 129-185
  8. Dennis D. Fehrenbacher
    Pages 187-200
  9. Back Matter
    Pages 201-251

About this book


Monetary incentives, as a driving force for human behavior, are the main theme of this book. The primary goals underlying the application of monetary incentive systems in companies are motivating employees to strive for superior productivity in line with the interests of employers, and hiring adequately skilled employees. The first goal refers to incentive effects, the latter to sorting effects. This book introduces important theories and concepts concerning behavior under influence of monetary incentives; it reviews existing economic frameworks and identifies specific contingency variables. Based on an integrative framework of elements influencing incentive and sorting effects, a laboratory experiment is presented including detailed methodological discussion on experimentation and data analysis as well as an extensive presentation of findings and discussion of implications.​


Decision-making Incentive design Incentive effects Productivity Real-effort laboratory experiment Sorting effects

Authors and affiliations

  • Dennis D. Fehrenbacher
    • 1
  1. 1., Institute of Business AdministrationUniversität StuttgartStuttgartGermany

Bibliographic information

  • DOI
  • Copyright Information Springer-Verlag Berlin Heidelberg 2013
  • Publisher Name Physica, Berlin, Heidelberg
  • eBook Packages Business and Economics
  • Print ISBN 978-3-642-33598-3
  • Online ISBN 978-3-642-33599-0
  • Series Print ISSN 1431-1941
  • Buy this book on publisher's site