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How do you design a pay plan that motivates people to do their best work? A new study by three Harvard researchers suggests a novel answer: Shortly afier you hire new workers, give them a raise.
"Previous research has shown that paying people more than they expect may elicit reciprocity(相互作用) in the form of greater productivity," notes Deepak Malhotra. a Harvard business-administration professor who worked on the study. What he and his colleagues found, however,was that the connection between more pay and extra effort depends on presenting the increase "as a gift-that is, as something you've chosen to do purely as a nice gesture, with no strings attached."
Malhotra and his team studied 267 people hired by oDesk, a global online network of freelancers, to do a one-time data-entry project for four hours. All of the new hires were people in developing countries, for whom hourly wages of $3 and $4 were higher than what they had been making in previous jobs.
The researchers split the group up into three equal parts. One group was told they would earn $3 an hour. A second group was initially hired at $3 an hour but, before they started working, they got a surprise: The budget for the project had expanded unexpectedly. They were told, and they would now be paid $4 an hour. The third group was offered $4 an hour from the start and given no increase.
Even though the second and third groups were eventually paid the same amount, the second group worked harder and produced more-about 20% more-than either of the other two. People in the second group also showed the most stamina. maintaining their focus all the way through the assigned task and performing especially well toward the end of the four hours. Interestingly, the more experienced employees in the high-performing group were the most productive of all, apparently because their previous work experience led them to appreciate the rarity of an unexpected raise.
Contrary to conventional wisdom, Malhotra points out that higher pay, in and of itself, didn't
promote productivity: People who made $4 an hour from the beginning worked no harder than those who were hired at $3 and were then paid $3.
To get the most impact from their pay plans, he adds, companies might consider not only what to pay new hires, but when to pay it.
"The key thing is how you present," he says. Doling out extra money could promote productivity most. "If you make it clear that the pay raise is something you're choosing to do just because you can. Our theory is that people will reciprocate. If you do something nice. they'II do something nice back. "
39. Which of the following is true about the research?
A. None of the participants earned more than $4 an hour in previous jobs.
B. 89 0f the participants got a $1 wage raise for their high productivity.
C. It was so important that the budget for it was increased in the process.
D. Stamina shown in it was positively related to the amount of money paid.
40. What does the underlined word "stamina" most probably mean?
A. The quality of being intelligent or clever.
B. The quality of doing something difficult or dangerous.
C. The physical or mental energy needed to do a tiring activity for a long time.
D. A particular method of doing an activity. usually involving practical skills.
41 . Why did the second goup produce more than the other two groups?
A. Because they thought they were better paid than the other groups.
B. Because they were experienced employees from developing countries.
C. Because an unexpected raise reminded them of their previous work.
D. Because they felt they were nicely treated and tried best to repay it.
42. What can we infer from this passage?
A. No pains, no gains.
B. It matters not what we give but how.
C. Honesty is the best policy.
D. Actions speak louder than words.
39．【答案】A。解析：推断题。根据第三段中的“All of the new hires were people in developing couniries，for whom hourly wages of$3 and $4 were higher than what they had been makingin previous jobs”可知，没有一个参与者以前的工作时薪超过4美元．A项正确；根据第四段中的“The researchers split the group up into three equal parts”可知，这些实验对象被平均地分为三组，且是为了实验目的而给部分人加薪，故B项错误；C项“它如此重要，以至于在这个过程中预算都提高了”无法从文中得出，故排除；D项“参与者的耐力与他们所获得
的工资呈正向关系”与实验结论冲突。故本题选A。
40．【答案】C：解析：词汇题。根据关键词定位到原文倒数第四段中的“People in the second group also showed the most stamina,maintaining their focus all the way through the assigned task and perfonning especially well toward the end of the four hours“可知，stamina指能够始终集中精力完成指定的任务，即使在实验的收尾阶段也能表现优异。由此可知，stamina的含义应与“耐力、毅力”相关。故本题选C。
41．【答案】D。解析：推断题。根据题干定位到倒数第四段，由该段的最后一句“…apparently because their previous work experience led them to appreciate the rarity of an unexpected raise”可知，第二组的工作效率更高，是因为他们之前的工作经历让他们意识到意外加薪的珍贵，他们觉得自己被善待了，因此要尽最大的努力去回报。故本题选D.
42．【答案】B。解析：主旨题。全文主要通过实验研究，表明给参与者发工资的方式不一样，最终的效果也不一样，且最后一段点明主题即“给什么不重要，重要的是怎样给”。故本题选B。A项“一分耕耘，一分收获”、C项“诚为上策”与D项“行动胜于言语”均不能概括全文的主旨。
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