Question

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 after 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 [the reason for an increase]," 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'll do something nice back."   
【小題1】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 of 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.

【小題2】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.

【小題3】Why did the second group 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.

【小題4】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.

Answer 1

【小題1】A
【小題2】C
【小題3】D
【小題4】B

解析試題分析：如何才能設(shè)計(jì)出一項(xiàng)足以激勵(lì)員工全情投入工作的薪酬計(jì)劃呢？日前，哈佛商學(xué)院的3位研究人員提出了一個(gè)新奇的解決方案：雇傭新員工不久后，就給他們加薪。結(jié)果表明這樣做的效果很明顯。
【小題1】細(xì)節(jié)題：從文章第三段的句子：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.可知沒有一個(gè)參與者以前的工資超過每小時(shí)4美元的，選A
【小題2】猜詞題：從第五段的句子：maintaining their focus all the way through the assigned task and performing especially well toward the end of the four hours.可知 “stamina”指的是做長(zhǎng)時(shí)間令人疲勞的工作需要的：體力，耐力，持久力，選C
【小題3】細(xì)節(jié)題：從文章第五段的句子: 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.
可知第二組的人比其他兩組的人做的好，因?yàn)樗麄冇X得自己被善待了，想盡量的回報(bào)。選D。
【小題4】推理題：從文章最后一段的句子："The key thing is how you present [the reason for an increase],可知我們給什么不重要而是給與的方式很重要。選B
考點(diǎn)：考查社會(huì)現(xiàn)象類短文