More is not better: Two failures of incentive theory.

Conducted 2 nationwide interview surveys of 16–22 yr old civilian males (each sample greater than 850 Ss) to assess the influence of incentives on enlistment in the US Navy. The 1st survey employed 17 different incentives, and the 2nd employed 15. Responses on a 5-point scale for single incentives and sets of 2 and 3 incentives were compared. Comparisons were also made of incentives differing in magnitude: $1,000 vs $3,000; 2 yrs vs 4 yrs of free college after 4 yrs of service; and 10% vs 25% of base pay for exceptional performance. No significant changes were found in disposition to enlist when either the number or the absolute magnitude of incentives was increased, thereby countering the assumption that a larger incentive is better. It is suggested that too large an incentive may even lead to distrust or a perceived threat to freedom. (11 ref) (PsycINFO Database Record (c) 2010 APA, all rights reserved)