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© 2003 Comtech Services, Inc.

One More Time– 

How Do You MotivateEmployees?

Bill Hackos and JoAnn Hackos

Comtech Services, Inc.

www.comtech-serv.com

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One More Time:How Do You Motivate Employees?

• Frederick Herzberg –• Harvard Business Review 

• January–February 1968

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Most popular reprint in HBR 

history

• Re-run in HBR in

September–October 1987

• Re-run again in HBR in January 2003

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Motivation by KITA

• KITA = Kick in the pants (1968)

• KITA = Kick in the ass (1987, 2003)

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What is KITA?

• Negative KITA

• Motivation by punishment—

• A push

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Negative physical KITA

• 50 lashes

• Two weeks in the brig

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Negative psychological KITA

• Move to undesirable office

• Stop speaking to subordinates• Threaten termination

• …

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What is KITA?

• Positive KITA

• motivation by reward—

• pull

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Positive KITA

• Reducing time spent at work• Comp time

• Time off as a reward

• Recreation programs

• Sabbaticals

• Cruises

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Positive KITA• Compensation

• Pay Increases

• Stock Options• Bonuses

• Commission

• Incentive

• 401K contribution

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Positive KITA

• Benefits

• Health insurance

• Free food

• Limited work week

• Work at home

•…

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Positive KITA

Human relations training

• Supervisors trained in psychological

approaches to management

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Positive KITA

Sensitivity training

• Supervisors trained to be sensitive to

the needs of their subordinates

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Positive KITA

Communication

• Training programs

• Newsletters

• Other publications

• Annual performance

reviews

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Positive KITA

Two-way communication

• Listen to employees’ complaints and

suggestions

• Democracy in the workplace

• Interactive performance reviews

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Positive KITA

Job participation

• Communicate the importance of the job in the

big picture

• Give achievement awards

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Positive KITA

Employee counseling

• Let employees unburden themselves in

psychological counseling

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Hygiene vs. Motivation

Hygiene• Supervision

• Working conditions

• Salary

• Peer interaction

• Personal life

• Status

• Security

Motivation

• Achievement

• Recognition

• Work satisfaction

• Responsibility

• Advancement• Growth

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Hygiene vs. Motivation

• Hygiene reduces job

dissatisfaction

• Motivation increases

 job satisfaction

Job satisfaction is not the

opposite of job dissatisfaction

Hygiene = KITA

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Satisfiers

• Job satisfaction and

dissatisfaction at the

same time• Post-graduate

student

• “You love the work

but the benefits arethe pits”

• No job satisfaction

and no job

dissatisfaction• Golden handcuffs

• “You hate the work

but you make too

much money toleave”

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What’s wrong with KITA?

• KITA motivates to avoid punishment

• KITA motivates to get rewards

• KITA is good for motivating rats–

bad for motivating people

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Herzberg’s alternative to KITA

• Job enrichment

• Make the job itself a motivator 

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Job loadingHorizontal• Add additional similar 

tasks

• Challenge byproductivity goals

• Rotate the jobassignment

• Remove difficult tasks

to promote greater productivity in lesschallenging tasks

Vertical• Remove some controls

while retaining

accountability• Increase

accountability/authority

• Assign a complete taskunit

• Introduce new, morechallenging tasks

• Allow individuals tobecome experts(specialization)

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Steps for job enrichment

1. Select jobs that can be enriched

2. Select staff that can be motivated

3. Brainstorm–nurture a client relationship

rather than a hierarchical relationship

4. Be willing to reorganize jobs

5. Screen to eliminate changes that involvehygiene rather than job motivation

6. Screen to eliminate generalities

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Steps for job enrichment

7. Screen to eliminate horizontal loading

8. Avoid participation by employees

9. Set up pilot groups

10. Be prepared for an initial drop in

performance

11. Expect some pushback from supervisors

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