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

Conference Paper

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.

Full Text

Duke Authors

Cited Authors

  • Donato, K; Miller, G; Mohanan, M; Truskinovsky, Y; Vera-Hernández, M

Published Date

  • May 1, 2017

Published In

Volume / Issue

  • 107 / 5

Start / End Page

  • 506 - 510

Published By

PubMed ID

  • 29553630

International Standard Serial Number (ISSN)

  • 0002-8282

Digital Object Identifier (DOI)

  • 10.1257/aer.p20171105