This document discusses motivating sales personnel. It defines motivation as an inner state that moves behavior toward goals. The purpose of motivation is to create conditions where employees willingly work with interest, loyalty and responsibility. Motivation theories discussed include Maslow's hierarchy of needs, Hertzberg's dual factor theory, McGregor's Theory X and Y, and McClelland's needs theory. Motivational tools and the importance of motivation for organizational effectiveness are also covered.
2. MOTIVATION
•Motivation is a Latin word, meaning “to move”.
•A motive is an inner state that energizes, activates, moves or
channels behaviour towards goal. Motivation is the process of
creating organisational conditions which will impel employees to
strive to attain company goals.
•The purpose of motivation is to create conditions in which people
are willing to work with interest, loyalty and a sense of
responsibility.
4. MOTIVE: Motive prompts people to action. Motive provides an activatin thrust
towars reaching a goal. The need for food and water are translated into hunger
drives or motives. The need for friends becomes a motive for affiliation.
GOAL: Motives are generally directed towards goals. Motives generally create a
state of psychological imbalance. Attaining goals restores balance.
BEHAVIOUR: Behaviour is a series of activities to be undertaken.
Behaviour is directed to achieve a goal.
5. THEORIES OF MOTIVATION
•Maslow’s hierarchy of needs
•Hertzberg’s dual factor theory
•“Theory X and Theory Y” of Douglas McGregor
•McClelland’s Theory of Needs
•The Carrot and the Stick Approach
12. IMPORTANCE OF MOTIVATION
•Organisations are run by people. Hence managers cannot afford to
avoid a concern with human behaviour at work. This is because the
motivated employees are more productive and quality conscious than
apathetic ones.
•Motivation as a pervasive concept affects and is also affected by a host
of factors in the organisation. It enables managers to understand why
people behave as they behave.
•Organisational effectiveness becomes, to some extent, the question of
management’s ability to motivate its employees. Hence an appreciation
of motivation helps the managers how to motivate their employees.
13. •Machines become necessary in case of complex technology. However
these remain inefficient vehicles of effective and efficient operations
without man to operate them. Therefore organisations need to have
employees with required capability and willingness to use the advanced
complex technology to achieve the organisational goals.
•With the realisation that organisations will run in more complex medium
in future, an increasing attention has been given to develop employees
as future resources. This facilitates the managers to draw upon them as
and when organisation grow and develop.
