Seeing the benefits of our work improves our persistence and performance
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In 2007 Adam Grant and colleagues carried out an experiment in a university call centre that demonstrated that even brief encounters with scholarship students who were benefitting from the funds being raised significantly affected the behaviour and performance of the call centre workers. This slide show reenacts that experiment and the results through the medium of lego!
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Does imagining make it so?
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Vividness effect on communication
Participants judged a mother's parental fitness based on transcripts describing her interactions with her son. Those who read transcripts with vivid details of positive interactions rated the mother as more fit (5.8 out of 10), while those who read transcripts with vivid details of negative interactions rated her as less fit (4.3 out of 10). Though the core facts were the same, the irrelevant vivid details made those particular arguments more available and credible, disproportionately impacting the overall judgments through the availability heuristic.
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Group A and B each had colonoscopies and recorded their pain levels throughout the procedure. While Group B experienced less total pain, they reported that they suffered more pain than Group A. This is because people tend to remember peak pain levels and the ending experience more than total pain. Both groups peaked at the same pain levels but Group A's procedure ended less painfully, so they recalled it as less painful overall. This phenomenon is known as peak-end bias in how people evaluate painful experiences.
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We conform to the choices of the people around us
In 1951 Solomon Asch carried out what was to become a classic psychology experiment. He showed that people are hugely susceptible to the choices of the people around them. In both an effort to fit in and because they believe others in the group are better informed, people will conform to the group in their choices.
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Seeing the benefits of our work improves our persistence and performance
- 1. Motivation maintenance Seeing the benefits of our work improves our persistence and performance
- 2. Paid employees at a university call centre were asked to phone potential donors to raise money for the university The amount of time they spent on the phone and the donations they brought in were monitored
- 4. One group of call centre workers spent five minutes talking with a student who had a scholarship funded by the university
- 5. Financial support has been a big help What do you want to do in the future? How are your studies going?
- 6. A second group of call centre workers had no contact with the beneficiaries of the scholarship fund A third group read and discussed a letter from a scholarship student who had benefitted from the funds
- 7. For a month following the interventions, experimenters measured the amount of time the call centre workers spent on the phone and the amount of money they raised
- 8. I’m raising money for… Do you have 5 minutes free? I’d like to talk to you about…
- 9. 0 70 140 210 280 Time on phone Money raised Met beneficiary Control group These were the results:
- 10. Over the course of a month, call centre workers who had met a beneficiary of their fundraising efforts spent 142% more time on the phone and raised 171% more money
- 11. Why? Contact with beneficiaries helps employees maintain motivation for their work because they are able to see the impact of their work on others
- 12. Reference Impact and the art of motivation maintenance: The effects of contact with beneficiaries on persistence behaviour Adam M. Grant, Elizabeth M. Campbell, Grace Chen, Keenan Cottone, David Lapedis and Karen Lee 2007 Organisational Behaviour and Human Decision Processes Vol 103, Issue 1, Pages 53-67