Adrian Bruhin, Lorenz Götte, Simon Haenni, Lingqing Jiang, 07 September 2015

Evidence suggests that people are more likely to behave in a pro-social way if they are aware of others who behave in such a manner. This column finds evidence for this phenomenon among blood donors. For every unit increase in a donor’s motivation, there is a 44% spillover in motivation to their fellow tenant. There is an overall increase in donation rates due to such a social multiplier of 17.9 percentage points, instead of the 10 percentage points obtained by calling an isolated donor.

Oriana Bandiera, Kelsey Jack, Nava Ashraf, 13 March 2012

What motivates agents in the social sector? Recent theoretical advances indicate that financial incentives might crowd out intrinsic motivation and reduce performance. This column describes a field experiment where hairdressers in Zambia were motivated in different ways to sell condoms. It finds that social recognition can be a more powerful performance motivator than financial gains.


CEPR Policy Research