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Enhancing Employees
Performance Understanding
Values/Motivators
Values - Hidden Motivators
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• What motivates employees to sell, manage, service, or connect with
customers the way they do?
• What prompts an employee’s enthusiastic response—a happy customer, a
big sale, a tough problem solved?
• Why do they differ?
Values - Hidden Motivators
• Values are the drivers behind our behavior; what motivates our actions.
Values are principles or standards by which we act. Values are beliefs
held so strongly that they affect the behavior of an individual or an
organization.
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Values - Hidden Motivators
• An individual’s experiences, references, education, and training tell us
WHAT they can do.
• A behavioral assessment will tell us HOW they will do it.
• However, it is not until we know an individual’s values that we will
understand WHY they do what they do.
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Values - Hidden Motivators
• With the knowledge of values, we can encourage employees in a way
that satisfies their inner drive.
• We can determine if their position will be rewarding, based on the
values they hold.
• Think of the advantages in knowing what motivates an employee.
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Motivators-The “WHY”
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Motivators
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• Motivators are:
– Personal Drive
– Motivation
– Engagement
Motivators Defined
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• Motivators are personal drivers or the “WHY” of what we do.
• Our Motivators influence our decision making.
• Motivators are our way of perceiving value, our filters, and biases.
Objectives of Motivators
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1. Identify your motivators (best estimate.)
2. Identify, understand and appreciate people who have different
motivators.
3. Develop a process to communicate with the different motivators.
Key Researchers
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Eduard Spranger 1882-1963
– German psychologist, teacher, philosopher
– Author “Types of Men” detailing six types of people
– Original attitudes: Theoretical, Economic, Aesthetic,
Social, Political, Religious
– Motivators answer the “why” of each person’s
actions…why you do what you do
– Hierarchical, top two coloring other four
– Motivators were predetermined…(rejected by most)
– Did not develop an assessment
Key Researchers
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Gordon W. Allport 1897-1967
– Psychologist, Ph.D. from Harvard University
– Self is striving towards maximum potential
– Motivators are stimulated by environment
and social elements
– Developed the Study of Values (1931)
assessment tool w/ P.E. Vernon & G. Lindzey
– Revised 1951 & 1961 & still in use today
What is a Motivator?
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• What we value positively or judge negatively in life.
• See the world through the window of our motivators, colored by our
top two.
• Motivators impel to action, behaviors (DISC) is how we act.
• Two people with same motivators can have different beliefs &
behaviors, yet still value the same thing in life.
• Less changeable than behaviors.
How Motivators are Formed
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The Six Motivators
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Theoretical
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Rewards those who are motivated by knowledge for knowledge’s
sake, continuing education, and intellectual growth.
Theoretical
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Theoretical
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Job that would satisfy:
-Teacher
-Researcher
-Scientist
Utilitarian
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Rewards those who are motivated by practical accomplishments, results,
and rewards for their investments of time, resources, and energy.
Utilitarian
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Utilitarian
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Job that would satisfy:
-Sales Development
-Business Owner
-Financial Advisor
Aesthetic
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Rewards those who are motivated by balance in their lives, creative
self-expression beauty, and nature.
Aesthetic
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Aesthetic
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Job that would satisfy:
-Environmentalist
-Human Resources
-Interior Decorator
Social
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Rewards those who are motivated by opportunities to be of service
to others and contribute to the progress and well-being of society.
Social
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Social
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Job that would satisfy:
-Nurse
-Non-profit Director
-Therapist
Individualistic
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Rewards those who are motivated by personal recognition, freedom,
and control over their own destiny and others.
Individualistic
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Individualistic
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Job that would satisfy:
-CEO
-Celebrity
-Politician
Traditional
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Rewards those who are motivated by traditions inherent in social
structure, rules, regulations, and principles.
Traditional
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Traditional
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Job that would satisfy:
-Reformer
-CFO
-Law Enforcement
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Participant Exercise
• Joseph is currently
employed as a
librarian and is not
very happy with his
job.
• Explain why that
might be.
• What would you
recommend to
Joseph?
