effect of performance pay and two common leadership techniques: Positive expectations and specific goals. We find that … output than those who do not. Goal-setting has no significant effect, neither on quantity nor quality. Performance pay, in …

interaction with monetary incentives. We find that motivational talk significantly improves performance only if it is accompanied … by performance pay. Moreover, performance pay reduces performance unless it is accompanied by motivational talk. By … adding motivational sentences to an otherwise neutral explanation of the work task, the effect of performance pay goes from …