Performance Feedback and Motivation in the Workplace

Last registered on January 28, 2026
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Pre-Trial

Trial Information

General Information

Title
Performance Feedback and Motivation in the Workplace
RCT ID
AEARCTR-0017759
Initial registration date
January 25, 2026

Initial registration date is when the trial was registered.

It corresponds to when the registration was submitted to the Registry to be reviewed for publication.

First published
January 28, 2026, 7:40 AM EST

First published corresponds to when the trial was first made public on the Registry after being reviewed.

Locations

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Primary Investigator

Name
Ling Zhong
Affiliation
Southwestern University of Finance and Economics
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Other Primary Investigator(s)

PI Name
Mengna Luan
PI Affiliation
Southwestern University of Finance and Economics
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Additional Trial Information

Status
In development
Start date
2026-01-26
End date
2026-06-30
Keywords
Behavior, Labor
Additional Keywords
JEL code(s)
Secondary IDs
Prior work
This trial does not extend or rely on any prior RCTs.
Abstract
This study examines how performance-based feedback combined with non-cash monetary rewards affects worker motivation and sales performance in a retail environment. We conduct a randomized controlled trial among sales staff in a participating shopping mall. Workers are randomly assigned to one of three arms: (i) individual-targeted performance feedback with a monetary reward, (ii) family-targeted performance information disclosure combined with the same monetary reward, or (iii) a control group receiving no feedback or reward. Feedback and information disclosure are triggered when a worker’s sales performance exceeds a predefined excellence threshold. We collect administrative records on sales performance, post-intervention survey data on perceptions, perceived pressure, and family-related responses, as well as information on reward utilization for evaluating program effects.
External Link(s)

Registration Citation

Citation
Luan, Mengna and Ling Zhong. 2026. "Performance Feedback and Motivation in the Workplace." AEA RCT Registry. January 28. https://doi.org/10.1257/rct.17759-1.0
Sponsors & Partners
Experimental Details

Interventions

Intervention(s)
T1: Individual-targeted performance feedback with a monetary reward;
T2: Family-targeted performance information disclosure combined with the same monetary reward
Intervention Start Date
2026-01-26
Intervention End Date
2026-03-23

Primary Outcomes

Primary Outcomes (end points)
Individual-level sales performance, measured using routinely collected administrative sales records.
Primary Outcomes (explanation)
Sales outcomes are obtained from the shopping mall’s administrative records at a high frequency. Performance is evaluated repeatedly over the intervention period using half-week evaluation windows to account for systematic differences between weekdays and weekends.

Secondary Outcomes

Secondary Outcomes (end points)
- Reward utilization
- Family-related responses
- Participants’ perceptions of the feedback mechanism and perceived pressure or stress associated with the interventions
Secondary Outcomes (explanation)
- Reward utilization: information on reward utilization, such as whether the voucher was used, how frequently and in what amounts it was used, and the types of expenditures involved
- Family-related responses: self-reported work-related interactions and communication between participants and their family members, measured via follow-up survey and conditional on follow-up
- Participants’ perceptions of the feedback mechanism will be constructed from post-intervention survey items assessing perceived clarity, helpfulness, and fairness of the feedback. Responses will be recorded on Likert scales.
- Perceived pressure or stress associated with the interventions will be measured using self-reported items on perceived pressure, stress, or anxiety.

Experimental Design

Experimental Design
The study is a randomized controlled trial with individual sales staff as the unit of randomization. Participants are assigned in a 2:2:1 ratio to individual feedback with reward (T1), family-targeted performance information disclosure with reward (T2), or control. Treatment in T1 and T2 is triggered by exceeding a predefined excellence threshold, while the control group receives no feedback or reward.
Experimental Design Details
Not available
Randomization Method
Randomization is conducted by a computer or smartphone using the online survey software.
Randomization Unit
Individual
Was the treatment clustered?
No

Experiment Characteristics

Sample size: planned number of clusters
300 sales staff
Sample size: planned number of observations
300 sales staff
Sample size (or number of clusters) by treatment arms
60 control, 120 individual feedback with reward, and 120 family-targeted performance information disclosure with reward
Minimum detectable effect size for main outcomes (accounting for sample design and clustering)
Supporting Documents and Materials
IRB

Institutional Review Boards (IRBs)

IRB Name
China Center for Behavioral Economics and Finance Research Ethics Committee (CCBEF-REC), Southwestern University of Finance and Economics
IRB Approval Date
2026-01-19
IRB Approval Number
#2026B01
Analysis Plan