In 1998, a fascinating study by Professor Claudia M. Mueller at Columbia University explored the power of feedback on children’s motivation. The study involved a group of fifth graders who worked on challenging puzzles. Afterward, regardless of how well they performed, each child was told they did better than most of the others. The students were then split into two groups: one group was praised for their effort (“You worked hard”), and the other was praised for their intelligence (“You’re so smart”).
The results were revealing. Those who were told they succeeded because they were smartly gravitated toward easy puzzles, avoiding the harder ones, and showed less persistence overall. They also reported less enjoyment of the activity. In contrast, the children praised for their hard work embraced the more challenging puzzles, showing greater motivation and persistence. They also reported enjoying the experience more.
What Can We Learn?
This study touches on a key concept in psychology called locus of control, which is the degree to which people believe they have control over their own lives and outcomes. The children who were praised for their intelligence developed what is known as an external locus of control—they believed that their success was due to innate talent or factors beyond their control, such as being born smart. As a result, they shied away from challenges that might expose limitations in those fixed traits.
On the other hand, the children who were praised for their hard work developed an internal locus of control. They believed that their success was a direct result of their effort—something they could control. Because they felt responsible for their achievements, they were more willing to take on difficult tasks and persist through challenges.
Locus of Control and Motivation
Research consistently shows that individuals with an internal locus of control are more motivated, resilient, and better able to cope with adversity. They understand that their effort directly impacts their outcomes, which makes them more likely to take ownership of their successes and failures. In contrast, those with an external locus of control are more likely to feel helpless or demotivated because they attribute their successes or failures to outside forces they can’t control.
Real-Life Application: Sales and Motivation
The idea of locus of control can also be applied in real-world scenarios. For example, when managing a sales team, the response to failure can reveal a lot about a person’s locus of control. If a salesperson blames external factors, like the weather or the neighborhood, for their lack of success, it’s a sign of an external locus of control. These individuals are less likely to improve because they don’t believe their efforts can change the outcome. However, those who take responsibility for their lack of sales and focus on improving their approach tend to last longer in sales roles because they understand that their actions, not external factors, determine their success.
Building an Internal Locus of Control
How can you cultivate an internal locus of control? The key is to solve problems in your life and actively recognize that your efforts are what led to those improvements. For instance, if you struggle with falling asleep and you research ways to improve your sleep—such as getting more sunlight in the morning, using your bed only for sleep, and reducing blue light exposure—you might notice that you start falling asleep faster. It’s important to acknowledge that it was your actions that made the difference. Over time, this mindset shift will help you build a stronger belief that you control your destiny, which leads to increased motivation.
Conclusion
The study by Claudia M. Mueller provides a valuable lesson on the importance of fostering an internal locus of control. Whether in school, work, or life, believing that your effort and choices influence outcomes is crucial for staying motivated and resilient. By recognizing your role in your successes, you can enhance your drive and ultimately achieve more.
