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The authors examine underlying motivations for individuals to share information during a group decision-making exercise. Focusing on two specific types of motivation: epistemic and prosocial, the study looks at both innate tendencies towards information sharing and the effect of a particular situational cue: group performance-based pay. Using a model called “Motivated Information Processing in Groups” (MIPG), the study examines the effect of group rewards on individual motivations to share unique information (prosocial motivations), as well the groups’ overall motivation to listen, consider, and deeply process that information (epistemic motivations). The authors find that, while some people are innately prone to sharing information and cooperating with others, group performance-based pay can act as a “substitute”; thereby spurring less cooperative and less interested people to effectively participate in the group decision making process. Implications from the study suggest that managers can either a) carefully construct the composition of decision-making teams or b) structure situational cues, such as reward packages, in such a way to encourage and facilitate optimal group decision making outcomes.

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Janice Francis Super

Janice Francis Super

College of Business at Murray State University

Janice Francis Super is an Assistant Professor of Management at the College of Business at Murray State University. She received her PhD in Human Resource Management from the University of Kansas. Her research interests include information sharing and team decision...

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Pingshu Li

Pingshu Li

Robert C. Vackar College of Business and Entrepreneurship

Pingshu Li is an assistant professor of management at the Robert C. Vackar College of Business and Entrepreneurship, University of Texas Rio Grande Valley. He received his PhD in human resource management and organizational behavior from University of Kansas. His...

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Ghadir Ishqaidef

Ghadir Ishqaidef

College of Business at California State University, Chico

Ghadir Ishqaidef is an Assistant Professor of Management at the College of Business at California State University, Chico. She received her PhD in human resource management from the University of Kansas. Her research publications appeared in various national and...

Learn More > Visit Author’s Page at university site >
James Guthrie

James Guthrie

School of Business, University of Kansas

James P. Guthrie is currently the William and Judy Docking Professor with the School of Business, University of Kansas. He formerly served as the Associate Dean and Interim Dean with the KU School of Business. He received his B.A. and M.B.A. from the State University of...

Learn More > Visit Author’s Page at university site >

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