The Why Axis: Hidden Motives and the Undiscovered Economics of Everyday Life (40 page)

    
“once and done” campaign,
204–206
,
208–209

    
raffles,
185–187

    
reciprocity and,
206–207

    
seed money and,
174–175
,
176
,
178–180

tontines,
176
,
188–192

Gain framing,
80
,
84
,
233–234
,
236

Galileo,
240

Gates, Bill,
192

Gates Foundation,
193

Gay partners, discrimination against,
110
,
132–135

Gender

    
discrimination based on,
109
,
110
,
115
,
116–117
,
120–122

    
price negotiation and,
53–55
,
60

    
responses to compensations schemes and,
36–38

    
risk for teen gun violence and,
155

    
See also
Men
;
Women

Gender inequality (gender gap),
1–2
,
12–13
,
32–48

    
competitiveness among females and,
33–47

    
in education,
61–62

    
in hiring,
46–48
,
108–109

    
in job status and earnings,
57

    
in labor markets,
34
,
35

    
policy makers and,
61–62

    
using field experiments to solve issue of,
5

Genocide,
111

Glass ceiling,
35–36

Global warming,
166–169

Gneezy, Jacob,
10

Gneezy, Magda,
10

Grant, Ulysses S.,
111

Gratification, deferred,
93–94

Griffin, Anne,
75–76
,
92
,
104
,
106

Griffin, Kenneth,
74–76
,
92
,
104
,
106

Griffin Early Childhood Center,
93–103

    
early results,
102–103

    
ensuring attendance,
98–102

    
student lottery,
96–97

    
use of assessments in,
102

Griffin Foundation,
93

Gym membership, incentives for,
27–28

Habit formation, incentives and,
29–31

Hardin, Garrett,
55

Harvard
Crimson
(newspaper),
199–200

Hastings, Reed,
215

Hate.
See
Animus-based discrimination

Head Start,
91–92

Herberich, David,
167–168

Hiring, gender inequity in,
46–48
,
108–109

Hiring bias,
59–60

Hispanics

    
discrimination against gay couples and,
134

    
risk for teen gun violence and,
155
,
156

Hodgman, John,
188

Honda,
60

Hoodie,
121
,
123

Hopkins, Nancy,
33

Hossain, Tanjim,
234

Huberman, Ron,
66–67
,
86
,
146–147
,
148–151
,
169
,
170

    
encouraging healthy food choices in schools and,
162

    
violence reduction programs in schools and,
151
,
153–154

Humana,
222–225
,
239

Hurricane Sandy,
166

Impure altruism,
184

Incentives,
3–6
,
9
,
18–31

    
bonus,
236

    
changing meaning of relationship and,
20–23

    
for charitable giving,
14–15
,
209–211

    
for children to eat healthy food,
161–162

    
designing field experiment,
241–242

    
differences among sexes in responding to,
35

    
for discrimination,
11–12
,
113

    
distinguishing among,
22–24

    
extrinsic,
73

    
framing,
106

    
habit formation and,
29–31

    
to improve student achievement,
72–79
,
84–90

    
intrinsic,
73

    
to keep kids in school,
15
,
72–74
,
76–79

    
loss,
106

    
matching to underlying motivation,
26–31

    
monetary (
see
Monetary incentives
)

    
negative,
18
,
21

    
negative externality,
24–26

    
outcomes shaped by,
26–31

    
positive,
18
,
21

    
Smile Train donor,
202–203

    
social,
169–170
,
210

Income, for high school dropout
vs
. high school graduate,
70

India, FASAL service,
221

Innovation catalysts,
219

Insurance companies, economic discrimination and,
116–117
,
128
,
130

Internet, expansion of economic discrimination and,
118–120

Interracial marriage, acceptance of,
115

Intrinsic incentives,
73

Intuit,
218–221
,
239

Intuit Health Debit Card,
220

iPods,
217

Israel, Judi,
223

iTunes,
217

J. Walter Thompson,
201

Jefferson, Thomas,
65

Job postings, gender differences in response to salary negotiable,
35–38
,
58–59

Jobs, Steve,
104
,
217

Johnson, Lyndon,
91
,
147

Jordan, Michael,
105

Journal of the American Medical Association
,
158

Juvenile detention center, risk for gun violence and stay at,
155

Kahneman, Daniel,
80
,
240

Karlan, Dean,
164
,
181

Keon, Tom,
173
,
174

Khasi society

    
field experiment on gender-based competitiveness in,
41
,
51–53

    
matrilineal society of,
1–2
,
49–51

    
women and marketplace negotiation among,
53–55

    
women and public goods and,
55–56

King, Martin Luther, Jr.,
104

King, Urail,
72
,
78
,
89

Klein, Joe,
92

Kodak,
234

Ku Klux Klan,
111

Laboratory experiments,
241–242

Labor markets, gender gap in,
34
,
35

Lange, Andreas,
191

Lennon, John,
244

Leonard, Ken,
43

Leonhardt, David,
193

Levitt, Steven,
6
,
92

Lightbulbs, adopting energy efficient,
166–168

Lincoln, Abraham,
111

List, John,
99–102

Literacy Express curriculum,
94
,
103

Literacy rate, in U.S.,
105

Loss aversion,
235–236

Loss framing,
80
,
84
,
234
,
236

Loss incentives,
106

Lotteries

    
fundraising and,
176
,
186
,
187
,
192

    
monetary incentives for student achievement and,
74
,
77–78

    
preschool,
96–97

Lottery effect,
186
,
187

Lucking-Reiley, David,
177

Lupe Fiasco,
153

Mad Men
(television program),
56–57
,
213

Martin, Trayvon,
123

Masai tribe, gender-based competition and,
41–46

Matching grants,
176
,
180–185
,
194

    
peer identity and,
183–184

Matrilineal society of the Khasi.
See
Khasi society

Mazarin (Cardinal),
189

McCallister, Mike,
222–223
,
224–225
,
238

McKinney, Lolitha and Dwayne,
96–97

Medicare, well being, cost control, and,
223–224

Men

    
gender gap in competitiveness and,
36–40
,
41–46

    
See also
Gender inequality (gender gap)

Mengele, Josef,
131

Mentoring program, to reduce risk of teen gun violence,
156–158

Mills, John,
190

“A Modest Proposal for Preventing the Poor People in Ireland from Being a Burden . . . , and for Making Them Beneficial to the Public” (Swift),
189

Monetary incentives,
169

    
to encourage independent reading,
85

    
in field experiments in competitiveness,
44–45

    
to improve standardized testing outcomes,
79–85

    
to improve student performance,
73–79
,
87–90

    
to induce changes in behavior,
29–31

    
for parents,
74
,
78
,
88–89

    
for parents of preschoolers,
95
,
97
,
103–104

    
for teachers,
85–87
,
106

Moore, Dudley,
190

Morrison, Denise,
60

Motivation,
1–3

    
for charitable giving,
171–173
,
192–193
,
195

    
incentives and,
3–6
,
9
,
26–31

    
matching incentives to underlying,
26–31

    
self-interest and,
3–4

    
standardized test taking and,
83

Mullaney, Beatrice,
198

Mullaney, Brian,
14
,
197
,
198–202

    
advertising career,
200–201

    
as editorial cartoonist,
199–200

    
Smile Train and,
197
,
202–206

    
WonderWork.org
,
207–209