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Motivation is the word derived from the word ’motive’ which means
needs, desires, wants or drives within the individuals.
Self-actualisation
needs
Esteem needs
Belongingness needs
Security needs
Physiological needs
Argues that the strength of a tendency to act in a certain way depends on the
strength of:
an expectation that the act will be followed by a given outcome
the attractiveness of that outcome to the individual
Motivation = function of (Expectancy x Instrumentality x Valence)
Need for respect (e.g., need to be seen as experts who can give advice)
Need for routine (e.g., need to follow a routine that must not be interrupted)
Need for stimulation (e.g., need to seek outside stimulation and challenges)
Need for honesty (e.g., need to believe in the rightness of their practices)
Contents/ Techniques of
Motivation
Motivational tools should satisfy at least two criteria.
a) Should generate extra effort that will help the company to achieve
its objectives
b) Must increase job satisfaction among salespeople