January 2015
Beginner
344 pages
7h 36m
English
Content preview from Key Management Models, 3rd Edition
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64
Motivational insights
The big picture
Motivations are an important factor in understanding behaviour, both in understanding ourselves and in understanding the people around us. Why is it that some people are difficult to work with, while working with others is so pleasant?
The American psychologist Dr Clarence W. Graves found in his research a number of motivations that explain people’s behaviour under different circumstances. Building on the work of Carl Jung regarding personality types, he categorised this behaviour and attributed it to different personality types (Figure 64.1). Don Beck and Chris Cowan developed Graves’ theories further ...
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