Key Management Development Models, 3rd Edition

PART THREE

Motivation

You cannot motivate anyone else, but you can create an environment in which they feel motivated. In 1959, Frederick Herzberg and colleagues* at the University of Pittsburgh distinguished between motivating and ‘hygiene’ factors at work. Their study flew in the face of received wisdom in declaring, for example, that money is a hygiene factor and not a motivator: below a certain salary level people become demotivated, but above a certain level, money is simply an expected feature of a job and an increase in salary does not motivate them to work better.

While Herzberg looked primarily at functional areas of work, Abraham Maslow and, later, his student William Glasser focused on psychological factors in motivation at work. ...