在维德文化中，货币激励比心理激励的激励作用更强.pdfVIP

naturehumanbehaviour

Article

Themotivatingeffectofmonetaryover

psychologicalincentivesisstrongerin

WEIRDcultures

1213

Received:20September2022DanilaMedvedev  ,DiagDavenport,ThomasTalhelm  YinLi

Accepted:25October2023

Publishedonline:8January2024Motivatingefortfulbehaviourisaproblememployers,governmentsand

nonproftsfaceglobally.However,moststudiesonmotivationaredonein

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Western,educated,industrialized,richanddemocratic(WEIRD)cultures.We

comparedhowhardpeopleinsixcountriesworkedinresponsetomonetary

incentivesversuspsychologicalmotivators,suchascompetingwithor

helpingothers.Theadvantagemoneyhadoverpsychologicalinterventions

waslargerintheUnitedStatesandtheUnitedKingdomthaninChina,India,

MexicoandSouthAfrica(N = 8,133).Inourlaststudy,werandomlyassigned

culturalframesthroughlanguageinbilingualFacebookusersinIndia

(N = 2,065).Moneyincreasedefortoverapsychologicaltreatmentby27%in

Hindiand52%inEnglish.Thesefndingscontradictthestandardeconomic

intuitionthatpeoplefrompoorercountriesshouldbemoredrivenbymoney.