How do firms motivate their employees to be productive? The conventional wisdom is that workers respond to monetary incentives - "Pay them more and they will work harder." However, a large and growing body of empirical evidence from laboratory and field experiments, surveys, and observational...

In reciprocal interactions, both genuine kindness and self-interested material gain may motivate socially beneficial actions. The paper presents results from two experiments that distinguish the role of perceived motives in reciprocal decision making from the role of outcomes or perceived...