External and Internal Motivator

Marco Alabruzzo

Engineering Manager @ Cazoo

http://marcoala.com - marco.alabruzzo@gmail.com

Cazoo - Community of Practise - Leadership

23 July 2021

What are we going to talk about

Science of Motivation

Motivation Framework

I will mention published studies

I will mention my own experience

Carrots and sticks

Rewards enforce good behaviour

Punishment discourage bad behaviour

Carrots and sticks

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.

Carrots and sticks

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)


 

 

 

A) voluntary donation

B) 50 Swedish kronor compensation

C) 50 Swedish kronor in charity

52%

30%

53%

Carrots and sticks

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 and Intrinsic motivators

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.

Extrinsic and Intrinsic motivators

Daniel Pink

Paloma Medina

Purpose

Mastery

Autonomy

Belonging

Improvement

Choice

Equality

Predictability

Significance

Daniel Pink, Drive, Canongate Books

Paloma Medina https://www.palomamedina.com/biceps

 

Purpose

The purpose motivator is about the big picture, find a bigger meaning behind everyday activities

Purpose

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:

Purpose - Framework

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

Purpose - Framework

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.

Mastery

The Mastery motivator is related to skill improvement, every advancement makes us feel better

Mastery

Challenges give us the possibility of improvement

Mihaly Csikszentmihalyi, "Flow", Harper Perennial, 1990

Mastery

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

Mastery - Framework

Adjust the level of challenge

Mihaly Csikszentmihalyi, "Flow", Harper Perennial, 1990

Decrease the challenge:

Divide and Conquer

Increase the challenge:

Add more responsabilities

Mastery

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

Mastery - Framework

Question to drive a conversation on Mastery

  • Have you been able to work on what you do best?
  • What has challenged you?
  • If you had to do it again what would you do differently?

Autonomy

The Autonomy motivator is about having control over our activities

Autonomy

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

Autonomy

Task

Time

Technique

Team

Dan Pink, Drive, Canongate Books

Autonomy - Framework

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?

Recap

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.

Thank you!

Questions?

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