Lotto Tickets Are Nice, Boss, however Can I Have My Bonus?

Defenders say such practices can be useful — if they are designed to make employees feel more engaged along with also invested in their work, not to save money. however to skeptics, the United program illustrated a deeper problem with gamelike motivational methods.

“Shareholders along with also management get the monetary rewards, along with also ‘meaning’ along with also ‘excitement’ are consolation prizes of which go to workers,” said Caitlin Petre, an assistant professor of media studies at Rutgers University who has examined similar practices at media companies. “This specific is actually very much in line with my understanding of how the gamification trend in workplaces operates.”

Whatever one thinks about the ethics of workplace games, few question their potential to influence workers in certain circumstances. A pile of psychological research has shown of which they can be cheaper along with also more effective at motivating workers than straight cash.

An experiment published in 2012 inside American Journal of Health Promotion showed of which a far higher proportion of employees completed a health-risk assessment when they got a modest chance to win up to $125 in a lottery than when they would likely receive a $25 gift certificate.

“Lotteries in general may be more effective than fixed payments, as people tend to overweigh modest probabilities in creating decisions,” the paper noted.

some other studies have shown of which simple compliments along with also recognition, which gamification software frequently incorporates, may be more effective than cash in motivating workers. An experiment at a semiconductor plant, published in 2014, showed of which workers’ productivity rose more if they were rewarded having a note thanking them for their “hard work along with also great achievements in yesterday’s shift” than if they were given a cash bonus worth about $25.

In principle, there is actually no moral problem with seeking cheaper ways to motivate workers. Compensation along with also motivation are two distinct concepts, along with also a company could decide to pay its workers fairly — or exceedingly generously — then deploy lotteries along with also praise to motivate them to perform better.

“There are two things to consider,” said Kristen Berman of the behavioral consulting nonprofit Irrational Labs. “One is actually pay — what do people get paid, what should they get paid, what do they expect to get paid. The second is actually motivating people to do things we want them to do inside workplace.”

of which distinction is actually often easiest to enforce when the tasks of which employers link to gamelike rewards are narrow, along with also not central to a worker’s job description.

Charlotte Blank, the chief behavioral officer of Maritz, which designs employee motivation along with also incentive programs, said lotteries could be an effective way to pique interest among salespeople in a brand-new product however should not replace crucial components of pay.

Interactive Feature

How Uber Uses Psychological Tricks to Push Its Drivers’ Buttons

The start-up has undertaken an extraordinary experiment in behavioral science to subtly entice an independent work force to maximize company revenue.



OPEN Interactive Feature


In practice, however, many companies appear to have a hard time resisting the urge, as United did, to blur the lines between wages along with also motivation — to shift by paying workers in cash to paying them with less cash along with also more psychic income.

“Why wouldn’t they?” said Karen Levy, an assistant professor inside department of information science at Cornell University, who has studied gamelike incentives. “This specific’s the structure of the corporation” to want to minimize labor costs.

Perhaps most prominent, so-called gig economy companies like Uber have frequently used gamelike incentives as a cheaper alternative to traditional bonuses.

Uber’s operations managers have sometimes cut back on straight cash bonuses along with also hourly guarantees in favor of raffles along with also some other contests, for which the prize could be a few hundred dollars or tickets to a sporting event. The goal was to get drivers onto the road during high-demand periods at a lower cost.

More traditional companies have relied on similar tactics. For example, T-Mobile sometimes puts in place short-term gamelike incentives on top of its standard bonus program. In its Wichita, Kan., call center This specific month, agents who hit certain performance targets receive a scratch-off ticket having a dollar value attached to This specific, redeemable for a variety of prizes. The company has previously rewarded agents for certain achievements with time inside a “money machine” of which blows around certificates redeemable for prizes, which they try to grab.

“This specific sure saves them money to do This specific instead of pay increases,” said Justin Smith, a T-Mobile customer service agent.

Mr. Smith said of which the company’s wage increases for his job category had barely kept up with inflation along with also of which T-Mobile effectively reduced compensation for high performers in his department last year when This specific changed its standard bonus by a flat monthly payment to one tied to the number of hours they work.

“They tried to make This specific seem like This specific is actually the best way to do This specific,” Mr. Smith said. however, he said, “Even if you worked every hour scheduled, This specific would likely still be 15 to 20 percent less than the old system.”

A T-Mobile spokeswoman said: “We offer market-competitive base pay, one-of-a-kind stock grants along with also bonuses. On top of of which, our leaders periodically recognize performance in some other ways of which best resonate with their teams.”

Often companies don’t actually lower compensation however push workers to do more for the same pay by using games along with also gamelike incentives. To motivate thousands of employees to flag translation errors in foreign-language editions of Windows, Microsoft once set up a game of which allowed the employees to advance to different levels by reviewing screenshots, then displayed each worker’s level on a leader board.

“Not only did they do This specific above along with also beyond their work responsibilities,” wrote Kevin Werbach, a University of Pennsylvania business professor, along with also Dan Hunter, then a professor at brand-new York Law School, in a book on gamification, “however a large number of them described the process as enjoyable along with also even addicting.”

some other employers, including the Walt Disney Company along with also Gawker, have used scoreboards along with also leader boards to drive up productivity by giving workers constantly updated performance information of which compares them with one another.

“In effect, of which is actually lowering compensation,” Ms. Petre said. “This specific has the effect of driving more along with also more output as people’s competitive instincts kick in.”

inside end, what may have set United apart was not of which This specific tried to replace a portion of traditional compensation with “excitement” however the company’s openness about the trade-off.

inside gig economy, said Alex Rosenblat, a researcher at the Data & Society Research Institute who is actually the author of the forthcoming book, “Uberland,” non-monetary rewards of which rein in labor costs, or incentives aimed at individual drivers, can work because drivers rarely have enough information to piece together the larger picture — sometimes even their own bottom line.

“however inside United case,” Ms. Rosenblat said, “everyone knows what they’re earning.”

Continue reading the main story