When Money Motivates: A Settings-Based Framework

This dissertation examines how workplace settings influence whether money motivates or demotivates employees. It develops a "settings-based framework" by studying over 1,200 workers. The research finds that workplace environments determine how employees interpret financial rewards. When companies create "incentive-salient" settings that constantly emphasise money, employees feel controlled and perform worse. This damage intensifies when companies mix money-focused settings with supportive practices, sending conflicting signals. The framework helps organisations design coherent workplaces where all practices send consistent messages. Companies should minimise focus on money and create unified supportive environments for better employee performance and well-being.