Motivational Theories

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Introduction: The literature review below summarizes various motivational Theories aspects of personal selling, Individual and organizational factors that affect motivation of sales representatives and their market intelligence. Motivational theories are many and all of them relate to the various needs of a human in the process of achieving satisfaction in any given task.


The X and Y theory The theory X and theory Y formulated by Douglas Mc Gregor in the year 1960 positions previous negative perceptions about employees (Theory X) against a positive outlook towards employees and mindset of individuals (Theory Y) eg: Theory X- People inherently dislike work. Theory Y - People view work as being as natural as play and rest.
Motivator- Hygiene factors theory : The hygiene factors theory by Frederick Herzberg in the year 1966 is another path breaking concept which clearly listed the factors of job satisfaction and dissatisfaction. Most accurately explained as Motivator factors that increase job satisfaction and Hygiene factors whose absence can create job dissatisfaction. The essence of the theory is that hygiene factors are the essentials of any employee or an individual at work they are - Security, Salary, Supervision, Company policy, Working conditions and Peer relationship. On the other hand, motivator factors are - work itself, Responsibility, recognition, achievement, advancement and growth. However, the first two theories give a general insight about an individual's needs and perceptions to understand a human's psychology about work was the theory of Frederick Herzberg that clearly lists the requisites of any given job for an individual.
The three needs theory - ...
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