for social reputation or self-respect. Rewards or punishments (whether material or image-related) create doubt about the … crowding out of prosocial behavior by extrinsic incentives. We also identify settings that are conducive to multiple social …

Goals are an important source of motivation. But little is known about why and how people set them. We address these … questions in a model based on two stylized facts from psychology and behavioral economics: i) Goals serve as reference points … for performance. ii) Present-biased preferences create self-control problems. We show how goals permit self …

(broad bracketing). We study the hypothesis that a present-biased individual, who faces two tasks, may bracket his goals … narrowly for motivational reasons. Goals motivate because they serve as reference points that make substandard performance … partially insures against the risk of falling short of ones' goal(s), but creates incentives to shirk in one of the tasks …

We model how people formulate and evaluate goals to overcome self-control problems. People often attempt to regulate … from the literatures on goals and mental accounting with models of expectations-based reference-dependent preferences. By … formulating goals the individual creates expectations that induce reference points for task outcomes. These goal-induced reference …

mission-oriented organizations is important to explain empirical findings of lower wages and high motivation in the latter. …

"), material or other explicit incentives ("laws") and social sanctions or rewards ("norms"). It first examines how honor, stigma …