Anat Bracha

Bio: Anat Bracha is an academic researcher from Federal Reserve Bank of Boston. The author has contributed to research in topics: Expected utility hypothesis & Prospect theory. The author has an hindex of 12, co-authored 46 publications receiving 2689 citations. Previous affiliations of Anat Bracha include Hebrew University of Jerusalem & Federal Reserve System.

Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially

Abstract: This paper examines image motivation - the desire to be liked and well-regarded by others - as a driver in prosocial behavior (doing good), and asks whether extrinsic monetary incentives (doing well) have a detrimental effect on prosocial behavior due to crowding out of image motivation.By definition, image depends on one's behavior being visible to other people. Using this unique property we show that image is indeed an important part of the motivation to behave prosocially. Moreover, we show that extrinsic incentives interact with image motivation and are therefore less effective in public than in private. Together, these results imply that image motivation is crowded out by monetary incentives; this means that monetary incentives are more likely to be counterproductive for public prosocial activities than for private ones.

Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially

Abstract: Most charitable organizations depend on private contributions, in the form of monetary gifts, volunteer efforts, or other tangible contributions, such as blood donations. The magnitude of private contributions is impressive?in the United States 89 percent of households donate, aver? aging $1,620 per year, and 44 percent of US adults volunteer the equivalent of 9 million full time jobs (Independent Sector 2001). This level of prosocial behavior is striking in light of the economic incentive to free-ride in the provision of public goods. In order to elicit contributions, charitable organizations use many creative efforts to incentivize voluntary giving: wrist bands, thank-you gifts, organized walks, concerts, and advertised donors lists. The government also helps promote charitable giving by offering tax breaks for donations. The various types of charitable contributions and the many real-life ways of soliciting such donations suggest that there may be different motives for individuals to behave prosocially. These motives are roughly divisible into three broad categories: intrinsic, extrinsic, and image motiva? tion. Intrinsic motivation is the value of giving per se, represented by private preferences for others' well-being, such as pure altruism or other forms of prosocial preferences (for surveys, see Ernst Fehr and Klaus Schmidt 2003; Meier 2007). Extrinsic motivation is any material reward or benefit associated with giving, such as thank-you gestures and tax breaks. Image motivation, or signaling motivation, refers to an individual's tendency to be motivated partly by others' percep? tions. Image motivation therefore captures the rule of opinion in utility, i.e., the desire to be liked and respected by others and by one's self. If individuals are looking to gain social approval of their behavior, they should try to signal traits defined as "good" based on the community's norms

Relative Pay and Labor Supply

Abstract: We examine the impact of relative wages on labor supply in a laboratory experiment. We test the hypothesis that, ceteris paribus, making a given wage high (low) relative to other wage levels will lead to an increase (decrease) in labor supply. We find that labor supply does respond significantly to relative pay, and in the expected direction. However, when a strong enough reason for the relative low pay is given, this difference disappears.

Thinking fast and slow.

Abstract: In 1974 an article appeared in Science magazine with the dry-sounding title “Judgment Under Uncertainty: Heuristics and Biases” by a pair of psychologists who were not well known outside their discipline of decision theory. In it Amos Tversky and Daniel Kahneman introduced the world to Prospect Theory, which mapped out how humans actually behave when faced with decisions about gains and losses, in contrast to how economists assumed that people behave. Prospect Theory turned Economics on its head by demonstrating through a series of ingenious experiments that people are much more concerned with losses than they are with gains, and that framing a choice from one perspective or the other will result in decisions that are exactly the opposite of each other, even if the outcomes are monetarily the same. Prospect Theory led cognitive psychology in a new direction that began to uncover other human biases in thinking that are probably not learned but are part of our brain’s wiring.

Incentives and Prosocial Behavior

Abstract: We develop a theory of prosocial behavior that combines heterogeneity in individual altruism and greed with concerns for social reputation or self-respect. Rewards or punishments (whether material or imagerelated) create doubt about the true motive for which good deeds are performed and this “overjustification effect” can induce a partial or even net crowding out of prosocial behavior by extrinsic incentives. We also identify the settings that are conducive to multiple social norms and more generally those that make individual actions complements or substitutes, which we show depends on whether stigma or honor is (endogenously) the dominant reputational concern. Finally, we analyze the socially optimal level of incentives and how monopolistic or competitive sponsors depart from it. Sponsor competition is shown to potentially reduce social welfare.

Incentives and Prosocial Behavior

Abstract: We build a theory of prosocial behavior that combines heterogeneity in individual altruism and greed with concerns for social reputation or self-respect. The presence of rewards or punishments creates doubt as to the true motive for which good deeds are performed, and this "overjustification effect" can result in a net crowding out of prosocial behavior by extrinsic incentives. The model also allows us to identify settings that are conducive to multiple social norms of behavior, and those where disclosing one's generosity may backfire. Finally, we analyze the equilibrium contracts offered by sponsors, including the level and confidentiality or publicity of incentives. Sponsor competition may cause rewards to bid down rather than up, and can even reduce social welfare by requiring agents to engage in inefficient sacrifices.