Extrinsic Reward Valences and Productivity of Business Faculty: A within-and between-Subjects Decision Modeling Experiment

The valences of six extrinsic rewards that can accrue to business faculty members were investigated. A decision modeling experiment was designed with 16 different hypothetical reward situations to elicit effort decisions from 52 respondents. Using instrumentality theory, valences were represented by within-subject regression coefficients, obtained by regressing effort decisions on a set of orthogonal cues. Exploratory analyses yielded significant effects of reward type for the valences within all rank and tenure categories and for the valences of tenure and recognition across rank and tenure categories. Significant correlations were found between research productivity and the valences of mobility and promotion. Interactions with rank were found for the correlations of research productivity with the valences of money and mobility. The findings were consistent with need theories and support conceptual connections between valences and needs.

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