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Overjustification Effect

Explanations > Theories > Overjustification Effect

Description | Research | Example | So What? | See also | References

Description

This occurs where I attribute my behavior more to a conspicuous extrinsic motivator than to intrinsic reasons.

This effect is less when rewards are given for performance success rather than simply completing tasks, but can still be significant.

Research

Greene, Sternberg and Lepper (1976) played mathematical games with schoolchildren, which the children seemed to enjoy. After a while, they started giving rewards for success. When they took away the rewards, the children quickly gave up playing the games.

The explanation was that the children had decided that they were playing for the reward, not for the fun.

Example

I fly largely with one airline, where I do not think I get particularly good service. I do it only because I have been trapped into collecting their 'air miles' loyalty points.

So what?

Using it

If you want someone to really buy into something, do not use big extrinsic rewards.

Defending

Beware of short-cuts in thinking. Understand when someone rewards you what your real motivation is. Even notice the effects of emotional rewards like smiling and congratulations.

See also

Discounting, Extrinsic Motivation, Intrinsic Motivation, Minimal Justification Principle

References

Greene, Sternberg and Lepper (1976)

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

Please help and share:

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

– About
– Guest Articles
– Blog!
– Books
– Changes
– Contact
– Guestbook
– Quotes
– Students
– Webmasters

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed