‘Behavior 101’ Articles

Gambling with Safety

Why companies unknowingly put
themselves at risk

It’s probably a fair statement to say that companies are interested in supporting a safe work environment in their organizations. But it is all too apparent through today’s news headlines that organizations gamble with safety, including Sky Express, a bus company that had a recent deadly crash in Virginia. While bus companies and other government regulated industries have legislation in place to protect the public, private organizations are on their own to ensure that their safety practices yield safety by design.

In this latest video blog, Judy Agnew, co-author of Safe by Accident?, discusses the misnomer of incident rate as a predominant indicator of a company’s safety level and why companies need to invest in the science of behavior in order to manage all aspects of safety.

Are Googlers really that different from the rest of us?

GoogleplexwelcomesignThis is not the first blog I have written about mistakes I think Google is making in how they are managing the company.  It will probably not be the last.  This blog was prompted by an article a friend sent me from the New York Times by Adam Bryant, Google’s Quest to Build a Better Boss. 

It appears that Google has invested quite a sum to determine what kind of boss they need to manage their company in the future.  As Bryant says, “So as only a data-mining giant like Google can do, it began analyzing performance reviews, feedback surveys and nominations for top-manager awards,  they correlated phrases, words, praise and complaints.”  He also reported, “Once they had some working theories, they figured out a system for interviewing managers to gather more data, and to look for evidence that supported their notions (bold italics are mine).  This activity involved more than 10,000 interviews and over 100 variables.

With this kind of “research” it is no wonder that the results were “so forehead-slappingly obvious.”  They found—get this—that managers had a greater impact on employees’ performance and how they felt about their job than any other factor.  How many thousands of employee hours and company resources did it consume to come to this conclusion?

Google now trains managers based on the results of this study.  Quotes from a couple of managers who had been through the training speak to what they learned.  One said, “…two of the most important things I can do is just make sure I have some time for them and to be consistent.  And that’s more important than doing the rest of the stuff.”  Another said the training helped him understand the importance of giving clear and direct feedback. 

While I understand that someone who is inconsistent and does not give clear and direct feedback will be less effective than those who do, those things will not create a company that brings out the best in its employees.   Even spending time with employees does not guarantee an improvement in morale or performance.  It is possible that spending time with the boss can be a punishing experience.  Many managers who give clear and consistent feedback are also very punishing, and can therefore create employees who are only willing to give just enough do get by.

The most important thing Google can teach its managers is how to deliver contingent positive reinforcement.  They are not likely to do that since their culture is built on non-contingent reinforcement.  Indeed one of their 10 Golden Rules for managing knowledge workers is to cater to their every need. I think they have misinterpreted Peter Drucker who said to strip away everything that gets in their way.  I think Drucker meant that a company should eliminate all the unnecessary administrative goobledegoop.  What Google has interpreted it to mean is to provide things like first-class dining facilities, gyms, laundry rooms, massage rooms, haircuts, carwashes, dry cleaning, commuting buses—just about anything a hardworking engineer might want.   The problem is that they are also all the things a non-hardworking engineer might want.  The assumption is that having these things available for employees will cause them to spend more time in productive work.  I know of no research to support this notion.

It seems to me that Google has spent a lot of time and money to learn that employees at Google are just like employees everywhere else.  They all respond to the laws of human behavior.  Googlers are not so special that they follow their own set of behavioral laws.  By learning those laws, executives and other managers at Google can save a lot of time and money and develop truly effective managers who bring out the best in all employees.

Steve Jobs: Recent appearance raises the question of Legacy Planning

steve-jobsSure the Apple community was thrilled yesterday when the man who runs what is arguably the most highly valued tech company in the world, took to the stage to launch its latest product amidst stepping down just a little over a month ago due to health problems. 

Was Steve Jobs presence out of pure passion for what he started or to alleviate investor concerns that Apple can survive and thrive in his absence? How does a company stay on course when such iconic leaders step down?

Legacy planning has become a timely topic. With high-profile CEOs, we often think of them as icons and lose sight of them as human beings with identifiable qualities and a tangible vision that can be nurtured and sustained throughout the rest of the company. The best legacy plan is one that understands a leader’s greatness in terms of very specific attributes and behaviors and can promote them in others.

Consider this as you look at whether or not your organization has a legacy plan in place:

  • What do the signs tell you? Organizations with high turnover rates or ones that don’t clearly communicate their missions and values are at risk for employees not believing there is such a legacy plan. Employees that don’t see initiative and innovation in the company’s leaders are left to wonder what the future holds for the organization, and for them.
  • Is Creativity alive and well? It is untrue that some are born creative and others are not.  Creativity is a behavior, not a static quality. It can and should be cultivated and encouraged just like any other behavior.
  • Are you truly bringing out the best in your employees? It’s as simple as making sure positive reinforcement is the primary driver of the organizational culture. People can be reinforced in a way that allows them to become the best and brightest.  Create a culture where managers are rewarded for how well they develop – not just hire – smart, talented people.

Legacy planning can be one of the most important plans an organization has in place.  Whether you are at the top of the organization or not, there are ways to contribute to building your company’s legacy. It starts and ends with how we manage behavior.


San Francisco Board of Governors and McDonald’s in a Food Fight

McD friesThe San Francisco Board of Governors recently voted to prohibit McDonald’s from selling Happy Meals with a toy unless the contents of the Happy Meal meet certain criteria: it contains less than 600 calories, includes fruit and vegetables, and has no more than 35% fat content.  In my opinion this action by the Board is misguided, ineffective, disruptive to business, and a waste of government resources (e.g. time and money).  I give them some credit for being concerned given the current level of childhood obesity in America but the praise stops there.  One of the supervisors said that critics should not dismiss the legislation as a nutty effort by San Franciscans, but that is exactly what it is.

In my opinion, having studied and observed behavior for more than 40 years, several things will happen with this decision; 1) Many children will not want the meal if all they have to eat is fruit and vegetables. 2) Some children will say they want the meal but will pull the toy out and whine for a cheeseburger and fries, challenging the parents to break down and buy the fatty food knowing that at least their child will have eaten something. 3) Some few children will eat the Happy Meal but will later load up on the calories and fat at other establishments or at home.  None of this will accomplish the intended outcome. 

Do members of the Board not remember when cereal boxes came with a toy on the bottom?  The intended consequence was, “eat all the cereal and then you can have the toy.”  Children always seemed to out-fox their parents on this one.  They quickly learned that there is more than one way to skin a cat or in this case, get a prize without eating the cereal.  They could open the box from the bottom and get the prize; pour out the cereal, get the prize and put the cereal back with the parents none the wiser.  They could even whine or beg the parent to get the prize for them which was usually effective.

Something the Board has not considered I am sure is how to regulate contingency management by the parents.  Some parents will do it right by saying, “You can have the toy after you eat the (healthy) Happy Meal” and then not buy them any other “forbidden food.”  Many, if not most, will not manage it well.

This Board action is well intended but to effectively change behavior you cannot operate with the mind set of “Let’s make them behave by punishing those who don’t.”  One of my favorite old sayings is, “Change a man against his will, he is of the same opinion still.”  Why don’t they ever think of making behavior change a positive event?

Children can be taught to eat healthy foods.  The way you do it is to reward children for making healthy choices.  McDonald’s provides neither the time nor the place to do it.

TSA Brings Problems on Itself

tsa copyAs the Thanksgiving travel begins to increase, so too do the TSA screening stories! If you have been watching TV in the last week, you are probably sick of the “should they – shouldn’t they” conduct security “pat downs”.  Polls have shown that a vast majority of travelers have no problem with the new procedure and I believe the coverage is conveniently swayed to those travelers who have a problem.  In fact, only 3% of travelers are subjected to additional screening or x-ray.  As a frequent traveler I have been subject to additional screening only once in the last year. 

That aside, having practiced as a clinical psychologist for a number of years, I do understand that there are people who have a problem being touched by anyone.  I know these people will experience a great deal of anxiety with the new pat-down procedures.  The problem for the TSA is should they allow a small percentage of passengers to change the system which will in turn cost many millions of dollars?  I think not.  This population is small in comparison, and I know that under certain conditions, their anxiety will diminish with subsequent screenings. 

The true problem is one that I think the TSA has brought on itself. What has caused the brouhaha? It’s poor customer service.  The sad fact is that when TSA agents are friendly and courteous they stand out because they are exceptional—not typical.  When I was pulled aside for additional screening, I didn’t understand why, and was slow to remove my pen and my watch as they were ok under the usual process.  I would have had a very different reaction if I had been told something like, “Sir, we select a certain percentage of travellers for additional screening and today is your day. You will need to remove your pen and watch for the x-ray screening.”  This was not done and I admit I was a little hesitant and obstinate during the process. A few kind words up front make a big difference for most people who are asked to cooperate in activities where they would otherwise be uncomfortable.

If you were to diagnose this further, the poor customer service is likely linked to a lack of training. I have to believe, based on my own experience, that these TSA representatives do not know their own process well enough and therefore fumble their way through the screening procedure, leaving everyone feeling uneasy. 

In the final analysis, the decision between being touched in ways that might cause me some increased tension or subject me to an additional dose of x-rays and having another act of terrorism in a plane is a no-brainer.  However, I believe that the TSA can do a better job to allay many fears using the present process and equipment which can be addressed with increased training and attention to the customer (ie. passengers).  Are there better ways to secure flights than are currently being used? Clearly.  Until the time those procedures and equipment are available, my advice, “Get over it.”

Things that Drive Me Crazy: Behavioral Economists

What started with Dan Pink’s “Drive” has now compelled me to discuss Things That Drive me Crazy. In this first installment, I challenge “Behavioral Economists” and their lack of expertise in understanding and influencing behavior. Watch now…

behavioral economist snapshot

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Paying for Good Behavior?

NBC had a segment on Today called, Paying for Good Behavior. Jane Chatzky, Matt Lauer and the companies discussed need to have a better understanding of positive reinforcement. Money can certainly be a motivator under some circumstances. Whether it is the most effective or efficient in the cases discussed is the issue. In some of the cases they are a waste of money and time and in others they create more problems than they solve. Would anyone start smoking so that they could get money for stopping?

Visit msnbc.com for breaking news, world news, and news about the economy

Do Behavioral Economists really understand the behavior part?

carrot and stickSomeone just sent me a YouTube video of Steven Levitt, co-author of Freakonomics, speaking to 1200 business leaders in London in 2007.  The YouTube video is titled, “Why Incentives Don’t Work.” Levitt said in response to a question that I could not hear, “In terms of carrot and stick, economists don’t have much to say.” The problem is that he didn’t stop there.  He went on to talk about how a company where his wife worked gave turkeys to employees (around Thanksgiving I suppose).  He related how the first year the turkeys were appreciated but by the third year they were complaining and quarrelling with management about them – they are smaller; can’t you give us something else; etc.

A beginning student in behavior analysis can tell you why management’s attempt to do something positive for employees worked this way.  Non-contingent reinforcement usually creates a long-term problem for a business. You value most what you earn, not what you are given.  As I have said many times, “If you give people something for nothing, you make them good for nothing.” Or “If you give people something for nothing, you can never satisfy them.” This is exactly what I believe happened in his Levitt’s wife’s company.  They gave them something for nothing.  I might add that there are cheaper ways to upset people.

He also says, and I certainly agree with him, that financial incentives are overrated.  I have spent my career in business helping businesses understand that money is only a very small part of motivation.   Much of what I have to say in OOPs is about how organizations waste time and money with poorly structured management and pay systems.

Levitt suggested that the solution to improving organizational performance is not with financial incentives but the ability, and I quote, “to cajole or trick employees to think they are doing something important.” While he prefaced this remark with a qualifier, “I know this is going to sound weird or bad,” it told me that he knows little about how to manage effectively and even less about how to create a workplace that brings out the best in people.

While he talked about Google as a great place to work, where I guess management there has found a way to “cajole or trick people into thinking they are doing something important,” he has nothing to say about how to create such a place anywhere else.  Creating such a place is not mysterious.  There is a technology in the science of behavior analysis that allows those who know it to create workplaces where people feel they are doing something important every day and without resorting to trickery.

As to whether incentives work, the problem is that they do work; they just don’t always work as they are planned.  This is because the contingencies of reinforcement are structured in a way that they reward results independent of the behavior that achieved them, which are often not what management wanted, or that they are structured in a way that inadvertently reinforces behavior that they don’t want.  Both these problems can be corrected by people who understand behavior.

Levitt was right when he said, “In terms of carrot and stick, economists don’t have much to say.” He should have stopped there and said, “Ask a behavior analyst.  They have a lot to say.”

The “Underwear Bomber” Incident – My two cents

underwear bomber

Almost everyone has written or talked ad nauseum about Abdul, etc. so I might as well weigh in.  I am reminded of one of our customers in the carpet hauling business where they would put carpet on a truck containing what was to the managers an obvious error.  They would then ship it so that it had to pass through many hands as it was moved from Dalton, GA to San Francisco, CA.  I really believe that the Quality/Customer Service managers hoped that it made it all the way to California, because that way they could chew ass from coast to coast, their big positive reinforcer.

Certainly with Abdul there was plenty of positive reinforcement to go around all the talk shows and bloggers.  Fire or not fire.  Reorganize, or not reorganize.  Change the procedures or not change them.  The ideas were legion. 

In my opinion, firing would accomplish nothing, except increase blame and hiding mistakes.  Reorganizing would just lead to more reorganizing in the future wasting time and taxpayer dollars.  Changing the procedures would be useless if you don’t understand why the current procedures are not being followed.  No, to me the problem is a rare error problem and because there is little understanding of the behavioral processes that produce the rare error, these errors will continue to occur, often with disastrous consequences.

Think for a moment of the number of people on the “no-fly list.”  Although the actual number on the list is secret, the guesses range from a few thousand to tens of thousands.  Even if the number is 100,000 that number is a very small percentage of the number passengers flying daily. 

It is estimated that there are about 2,000,000 people flying every day.  When you consider that only a fraction of those on the No Fly list fly, on any given day, it is possible that a million or more people could be screened without encountering a No-flier.  The behavioral problem is that looking for something that almost never occurs produces extinction of the “looking behavior.”  No matter how vigilant the performer tries to be, the low number of reinforcers produced by such low rates of occurrence is almost guaranteed to produce an absence of the desirable behaviors at all levels of the process.

The sad thing is that behavior analysts know how to keep employees throughout the TSA chain vigilant and even enthusiastic about that kind of behavior.  The technology requires training to the level of fluency and then following up with exposure in the real situation at frequencies high enough to maintain vigilance.  I suspect that TSA screeners are not trained to fluency and that “checks” are too infrequent to create high levels of alertness.

The problem is that the actions by the President and the various agencies will appear to work because the problem occurs at such at such an infrequent rate.  In other words, there might not be another incident for a couple of years if the government does nothing.

I continue to sound the same alarm.  Until executives in the security system understand behavior as a science, there is not a chance that the system will attain and maintain the integrity that the public expects.  Let’s just hope that we don’t continue to repeat the same solutions that don’t have a prayer of working in the long term before someone realizes that there is a behavioral solution.

Hope Springs Eternal

OptimisticI have quoted the poet, Alexander Pope, a lot lately, but he wrote so many good things.  He wrote, “Hope springs eternal in the human breast; …” 

As I think back about all the problems in our country now and look ahead to 2010, I am reminded of that quote.  Even though I have been pegged as the eternal optimist by many, some things get me down.  When I see so many problems in the world and know that we have the knowledge and technology to solve them and still see business writers, leaders and politicians who in attempt to make the world a better place, make it worse because they don’t know the science of human behavior, it can depress one.  However, as I look to the horizon, I am reminded of David Palmer’s words that I quoted in OOPS:

                “Science is like a river, flowing inexorably downstream, freshened and swollen by rivulets of data.  Our attempts to dam or divert it are too puny to prevail for long against the gathering weight; sooner or later all obstacles are swept away, and the river resumes its natural course.  We can force Galileo to recant, but we cannot force the earth to stand still, eventually the astronomer is vindicated.”

We can accelerate or slow change, but we cannot stop it.  The laws of nature prevail. 

Skinner wrote in The Shame of American Education that, “A culture that is not willing to accept scientific advances made in the understanding of human behavior will eventually be replaced by one that is.”

I am optimistic because I have seen an increasing number of people this year who understand how the science of behavior (behavior analysis), can lead to a more productive, happy and peaceful world and I know that number will increase in 2010.

While I am optimistic, I am impatient because it can’t happen too soon.


Resources:

OOPS! 13 Management Practices that Waste Time & Money (and what to do instead).

B.F. Skinner From A to Z