2.2.1—Motivation in management

Motivation is the willingness to direct effort toward work. It is shaped by intrinsic factors such as achievement and responsibility and extrinsic factors such as pay, recognition and security.

A reward changes behaviour only if employees value it, believe performance can earn it and see the process as fair. Different people respond to different combinations.

A sales bonus may increase effort when targets are controllable, but can damage teamwork if staff compete for an unfairly allocated reward.

Motivation is not identical to satisfaction or productivity; an enthusiastic worker may still lack training or resources.