Researchers tested the impact of a meritocratic promotion system and beliefs about pay progression on the productivity of Community Health Workers in Sierra Leone. A combination of meritocracy and the promise of a steep salary increase after promotion led workers to make more health care visits, while non-meritocratic promotions with higher pay progression demotivated workers, reducing their productivity.

Researchers conducted a randomized evaluation to test the impact of expected earnings on candidates’ perception of a community health worker position in Uganda, and on the resulting size and composition of the applicant pool. Fewer socially motivated participants applied when advertised wages were particularly high. Although higher wages increased the total number of applicants and workers hired, workers attracted by the potential for higher earnings also had lower performance and retention.