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首页> 外文期刊>Journal of Business Research >Prepayment effect: Prepayment with clawback increases task participation
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Prepayment effect: Prepayment with clawback increases task participation

机译：预付款效果：带回扣的预付款增加了任务的参与度

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摘要

What constitutes effective means, other than increasing payment, to turn non-participants into participants in a task/program is an important concern in marketing and management. Although prepayment that leverages reciprocity was shown to increase mail response rates, it failed to apply to other contexts. The current study incorporated the element of commitment and clawing back in a prepayment program and successfully extended such program's effect on individuals' participation (vs. effort). By leveraging present bias and loss aversion, we were able to motivate individuals' willingness to accept the prepayment initially and then to show up for tasks subsequently. The proposed prepayment program has a wide range of potential applications.
机译：除了增加报酬外，使非参与者变成任务/程序参与者的有效手段是营销和管理中的重要问题。尽管利用互惠的预付款已显示出可以提高邮件响应率，但它不适用于其他情况。当前的研究将承诺和隐瞒的内容纳入预付款计划中，并成功地扩展了该计划对个人参与的影响（相对于努力）。通过利用当前的偏见和损失规避，我们能够激发个人愿意先接受预付款，然后愿意承担任务的意愿。拟议的预付款计划具有广泛的潜在应用。

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