Marco Alabruzzo
Engineering Manager @ Cazoo
http://marcoala.com - marco.alabruzzo@gmail.com
Cazoo - Community of Practise - Leadership
23 July 2021
Science of Motivation
Motivation Framework
I will mention published studies
I will mention my own experience
Rewards enforce good behaviour
Punishment discourage bad behaviour
Sam Glucksberg, “The Influence of Strength of Drive on Functional Fixedness and Perceptual Recognition,” Journal of Experimental Psychology 63 (1962)
Sam Glucksberg,“Problem Solving: Response Competition Under the Influence of Drive,” Psychological Reports 15 (1964)
Algorithmic tasks
Heuristic tasks
Repetitive tasks, that can be expressed by a series of instructions.
Tasks that involve discovery, in which the solution is not defined at the beggining.
Carl Mellström and Magnus Johannesson, “Crowding Out in Blood Donation: Was Titmuss Right?” Journal of the European Economic Association 6, no. 4 (June 2008)
Motivation experiment in a blood donation centre in Gothenburg (Sweden)
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A) voluntary donation
B) 50 Swedish kronor compensation
C) 50 Swedish kronor in charity
52%
30%
53%
Uri Gneezy and Aldo Rustichini, “A Fine Is a Price,” Journal of Legal Studies 29 (January 2000)
Two economists studied a group of child care facilities in Haifa, Israel
Extrinsic motivators are not related to the task.
The carrot and the stick are the same for each kind of task
Intrinsic motivators are strictly related to the task or how it's executed.
Daniel Pink
Paloma Medina
Purpose
Mastery
Autonomy
Belonging
Improvement
Choice
Equality
Predictability
Significance
The purpose motivator is about the big picture, find a bigger meaning behind everyday activities
Purpose goals need to be tailor-made, no one-size-fits-all
Making other people's life better
Contribute to development of new technology
Giving back to society
Examples:
Personal Task
Team Goal
Company Goal
Implement a new tool to double check Loose Items in the Call-Off inspection
Loose items account for <5% (Target < 1.5% ) of Post Sale Issues of all completed handovers
Deliver a 5 ⭐️ costumer experience
CazooNet team OKR for Q3 2021 on notion
What are you working on right now?
Why are you working on this, how is this helping your team?
How is your team helping the company?
Example of Socratic method
Classic example - https://en.wikipedia.org/wiki/Socratic_method
A more modern example - https://www.goodreads.com/book/show/43306206-the-courage-to-be-disliked
Use the Socratic method, keep asking questions.
In order to teach do not give the lesson to your student, instead, ask them questions, so they can find it by themselves.
The Mastery motivator is related to skill improvement, every advancement makes us feel better
Challenges give us the possibility of improvement
Mihaly Csikszentmihalyi, "Flow", Harper Perennial, 1990
Elements of the Flow state
Mihaly Csikszentmihalyi, "Flow", Harper Perennial, 1990
1) The possibility of a failure
2) The right level of challenge
3) Ability to focus
4) Ability to control
5) Short feedback loop
Is part of the nature of the task
Improve the work conditions
Adjust the level of challenge
Mihaly Csikszentmihalyi, "Flow", Harper Perennial, 1990
Decrease the challenge:
Divide and Conquer
Increase the challenge:
Add more responsabilities
Example of mastery: music appreciation
Mihaly Csikszentmihalyi, "Flow", Harper Perennial, 1990
Sensory
Analogic
Analytical
Individual sounds and rhythm
Connecting feelings and images to pattern of sounds
Focus on structural elements of music
Question to drive a conversation on Mastery
The Autonomy motivator is about having control over our activities
Autonomy as creativity booster
In the 70s the 3M Company had a policy to allow their technical staff to spend up to 15 percent of their time on projects of their choosing (permitted bootlegging).
One of the employees - Arthur Fry - used this policy to work on adhesive bookmarks.
From his work come out the "Post-it" a product so innovative that made the fortune of both 3M and Arthur Fry
https://en.wikipedia.org/wiki/Post-it_Note
https://en.wikipedia.org/wiki/Arthur_Fry
Task
Time
Technique
Team
Dan Pink, Drive, Canongate Books
Task & Time
Technique
Team
Dan Pink, Drive, Canongate Books
Question to drive a conversation on Mastery
How have you been organising your priorities?
How have you changed anything in your process?
Who have you been collaborating with?
Extrinsic
Intrinsic
Algorithmic tasks
Heuristic tasks
Purpose
Mastery
Autonomy
Extrinsic motivators are not related to the task.
The carrot and the stick are the same for each kind of task
Intrinsic motivators are strictly related to the task or how it's executed.
Questions?
By Marco Alabruzzo
