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Journal Article

Personality Traits and Performance Contracts: Evidence from a Field Experiment among Maternity Care Providers in India

American Economic Review

American Economic Review: Papers and Proceedings, 107(5): 506-510, 2017 (with Katherine Donato, Manoj Mohanan, Yulya Truskinovsky, and Marcos Vera-Hernández)

We study how agents respond to performance incentives according to key personality traits (conscientiousness and neuroticism) through a field experiment offering financial incentives for improving maternal and neonatal health outcomes to rural Indian doctors. More conscientious providers performed better – but improved less – under performance incentives.  The effect of the performance incentives was also smaller for providers with higher levels of neuroticism. Our results contribute to a growing body of empirical research on heterogeneous responses to incentives and have implications for worker selection.

Katherine Donato
Grant Miller
Monoj Mohanan
Yulya Truskinovsky
Marcos Vera-Hernández
Journal Name
American Economic Review
Publication Date
May, 2017