Managing Motivation : A Manager's Guide to Diagnosing and Improving Motivation

by Pritchard; Robert

• ISBN13: 9781841697895
• ISBN10: 1841697893
• Format: Paperback
• Copyright: 2008-05-12
• Publisher: Routledge

Summary

This slim motivation guidebook was written to bridge the gap between the academic research on motivation and to present it in a form that is useful to the practicing manager. In essence, the book presents a theory of motivation and how to use it without ever mentioning the word theory. The goal of the book is to give managers a kind of mental model to use in thinking about motivation and to show them how to use this mental model for practical management actions to diagnose and improve motivation of subordinates. The book is written in three sections: Understanding Motivation, Diagnosing Motivation and Improving Motivation. The book incorporates case studies and many examples of how to successfully manage motivation.

Table of Contents

Preface	p. xiii
Understanding Motivation
Motivation and Management	p. 3
Basic Assumptions About People	p. 4
People Have a Fundamental Need to Do a Good Job	p. 4
People Want Control at Work	p. 5
People Do Not Want to Be Held Accountable for Things They Cannot Control	p. 5
People Want Feedback but Don't Like to Be Evaluated	p. 5
People Want to Be Valued	p. 6
People Do Not Want Their Time Wasted	p. 6
So What Is Motivation?	p. 6
Why Is Understanding Motivation So Important?	p. 7
Motivation Is Understandable	p. 8
Motivation Is a Process	p. 8
Motivation Is a Fundamental Issue, Not a Fad	p. 8
Motivation Is a Long-Term Issue	p. 8
Motivation Is Logical	p. 8
Motivation Is Manageable	p. 9
Motivation Is Also Work Strategy	p. 9
Motivation Is a Collaboration	p. 9
With High Motivation, Everybody Wins	p. 9
Using This Book	p. 10
One-Minute Assessment	p. 10
Symptoms of Low Motivation	p. 10
Scoring	p. 10
Key Points	p. 12
Understanding Needs and Energy	p. 13
The Energy Pool	p. 13
Needs	p. 14
How Strong Is a Need?	p. 14
Need Satisfaction and Dissatisfaction	p. 16
Need Strength Versus Need Satisfaction	p. 16
Actual Versus Anticipated Need Satisfaction	p. 17
Using What We Know About Needs	p. 17
Key Points	p. 18
Understanding Motivation	p. 19
The Five Components of Motivation	p. 19
Actions	p. 19
Results	p. 20
Evaluations	p. 21
Outcomes	p. 23
Need Satisfaction	p. 23
Maximizing Motivation	p. 24
Key Points	p. 24
Dynamics of the Motivation Model	p. 25
Action-to-Results Connections	p. 26
Results-to-Evaluation Connections	p. 27
Evaluation-to-Outcome Connections	p. 31
Outcome-to-Need Satisfaction Connections	p. 33
Awareness of Components of the Model	p. 35
Motivation as a Process	p. 37
Key Points	p. 38
Diagnosing and Improving Motivation
An Extended Case Study	p. 39
Planning a Motivation Improvement Project	p. 43
Plan the Project	p. 43
Unit Size	p. 44
Diagnose the Group, Individuals, or Both?	p. 44
Current Level of Motivation	p. 44
Value of the Diagnosis	p. 45
Set Timeline Expectations	p. 45
Investigate the Strength of Each Connection and Possible Causes	p. 45
Gathering Data	p. 46
Introducing the Project to a Group or Individual	p. 47
Identify Appropriate Solutions	p. 48
Decide Which Problem and Solution to Tackle and Measure Results	p. 48
Key Points	p. 48
Extended Case: Part 2	p. 49
Diagnosing Action-to-Results Connections	p. 53
Understanding Action-to-Results Connections	p. 53
Determinants of Action-to-Results Connections	p. 57
Capabilities	p. 57
Resources	p. 58
Authority	p. 59
Work Strategies	p. 60
Action-to-Results Diagnosis Roadmap	p. 61
Extended Case: Part 3	p. 64
Monday, March 11, 11 a.m. Phone Meeting	p. 64
Diagnosing Results-to-Evaluation Connections	p. 69
Understanding Results-to-Evaluation Connections	p. 69
Which Results Are Measured and Evaluated?	p. 70
Simultaneous Measurement and Evaluation	p. 71
Determinants of Results-to-Evaluation Connections	p. 71
Knowing What Results Are Valued	p. 72
Consistency With the Broader Organization	p. 73
Agreement Among Evaluators	p. 74
Effective Feedback System	p. 76
A Good Feedback System Needs to Address All These Issues	p. 77
Results-to-Evaluation Diagnosis Roadmap	p. 80
Finding Unclear Connections	p. 82
Finding Frequently Changing Connections	p. 82
Extended Case: Part 4	p. 85
Tuesday, March 19, 9 a.m. Regional Meeting at Headquarters	p. 85
Diagnosing Evaluation-to-Outcomes Connections	p. 91
Understanding Evaluation-to-Outcome Connections	p. 91
Examples	p. 91
Determinants of Evaluation-to-Outcome Connections	p. 95
Outcomes	p. 95
Consistency	p. 96
Evaluation-to-Outcome Connection Diagnosis Roadmap	p. 98
Accuracy	p. 98
Extended Case: Part 5	p. 101
Friday, April 5 Conference Call	p. 101
Diagnosing Outcome-to-Need Satisfaction Connections	p. 103
Understanding Outcome-to-Need Satisfaction Connections	p. 103
Examples	p. 104
Determinants of Outcome-to-Need Satisfaction Connections	p. 105
Current Need State	p. 106
Number of Needs an Outcome Satisfies	p. 108
Fairness	p. 109
Expectations and Comparisons	p. 109
Outcome-to-Need Satisfaction Diagnosis Roadmap	p. 111
Accuracy	p. 112
Importance of Other Reward Systems	p. 112
Extended Case: Part 6	p. 113
Monday, April 5	p. 113
Improving Motivation
Making Improvements	p. 119
Action-to-Results Connection Improvements	p. 119
Capability	p. 120
Resources	p. 121
Authority	p. 121
Work Strategies	p. 121
Results-to-Evaluation Connection Improvements	p. 122
Knowing Valued Results	p. 122
Consistency With Broader Organization	p. 122
Agreement Among Evaluators	p. 123
The Feedback System	p. 124
Evaluation-to-Outcome Connection Improvements	p. 128
Number of Outcomes	p. 128
Consequences of Good and Poor Performance	p. 129
Consistency Across People and Time	p. 130
Outcome-to-Need Satisfaction Connection Improvements	p. 131
Current Need State	p. 131
Number of Needs Satisfied	p. 132
Fairness of the Reward System	p. 132
Expectations	p. 133
Comparison	p. 133
Extended Case: Conclusion	p. 134
Predicting the Effects of Changes	p. 137
Implementing Financial Incentives	p. 137
Financial Incentives and Motivation	p. 138
Financial Incentives and Action-to-Results Connections	p. 138
Capability	p. 138
Resources	p. 139
Authority and Work Strategies	p. 140
Financial Incentives and the Results-to-Evaluation Connections	p. 140
The Feedback System	p. 140
Financial Incentives and Evaluation-to-Outcome Connections	p. 145
Goal or Continuous Improvement Design?	p. 146
Consistency Across People and Time	p. 148
Financial Incentives and the Outcome-to-Need Satisfaction Connection	p. 149
Incentives and Motivation	p. 150
Some Concluding Comments	p. 153
Our Approach to Assessing Motivation	p. 155
Overall Connections	p. 155
Conclusions: Overall Connections	p. 155
Determinants	p. 156
Action-to-Results Determinants	p. 156
Conclusions: Action-to-Results Determinants	p. 156
Results-to-Evaluation Determinants	p. 156
Conclusions: Results-to-Evaluation Determinants	p. 160
Evaluation-to-Outcome Determinants	p. 160
Conclusions: Evaluation-to-Outcome Determinants	p. 160
Outcome-to-Need Satisfaction Determinants	p. 160
Conclusions: Outcome-to-Need Satisfaction Determinants	p. 160
Prioritized List of Recommendations	p. 160
Drawing Connection Graphs	p. 163
References and Bibliography	p. 167
Scholarly Works on Motivation	p. 167
Designing Feedback Systems	p. 168
Index	p. 169
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