Publications [#326473] of Manoj Mohanan

Papers Submitted

1. Donato, K; Miller, G; Mohanan, M; Truskinovsky, Y; Vera-Hernández, M, Personality Traits and Performance Contracts: Evidence from a Field Experiment among Maternity Care Providers in India, American Economic Review, vol. 107 no. 5 (May, 2017), pp. 506-510, American Economic Association [doi]
   (last updated on 2026/01/17)

   Abstract:
   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.