Heterogeneous Motives and the Collective Creation of Value

F. Bridoux, R. Coeurderoy, R. DURAND

Academy of Management Review

October 2011, vol. 36, n°4, pp.711-730

Departments: Strategy & Business Policy, GREGHEC (CNRS)

Keywords: Value, Motivation (Psychology), Behavior economics, Social psychology, Monetary incentives, Cooperation

The collective creation of value has remained underexplored in management research. Drawing on social psychology and behavioral economics, we analyze the impact of the mix of employee motives to cooperate and compare the collective value generated by three motivational systems: individual monetary incentives, benevolent cooperation, and disciplined cooperation. Aligning the motivational system with the mix of motives in the workforce allows firms to foster cooperation and realize the value creation potential of their resources