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Motivation
Page 5
MANAGINGPEOPLE:MOTIVATION
Your Motivational Factors
EXERCISE 2
To help you understand what motivates others, it might help if you understand what motivates you.
The following exercise is the completion of a questionnaire that is based on the work of Frederick
Herzberg.
Instructions for the completion of the questionnaire.
There are 56 paired contradictory statements. You are required to award a TOTAL of 5 points to
EACH pair of statements.
In awarding the points you can split the 5 that you have available in any combination according to
the intensity of your feeling towards the statements. The possible splits between statement 1 and
statement 2 are:
5 - 0, 4 - 1, 3 - 2, 2 - 3, 1 - 4, 0 - 5.
You may not award half points.
Once you have awarded your points to each of the statements, follow the instructions at the end of
the questionnaire.

Motivation
Page 6
EXERCISE 2
Totals For Page 8
Transfer to Page 15
Statements F H
G
E
D
C
B
A
3.
4.
It is better to have a good
relationship with the
manager even it means
reduced responsibility.
It is better to have more
responsibility even if it
means that it is a little more
difficult to get on with the
manager.
It is important to have a
well paid occupation even
if you don't get recognition
for the work you do.
It is important that your
work receives recognition
and commendation, even if
this means that you earn
less.
1.
2.
5.
6.
It is essential to have a
good relationship with your
manager even if it means
doing uninteresting work..
It is essential to have
interesting work even if it
means that the relationship
with the manager is not so
good.
7.
8.
It is essential to get promo-
tion even if it means the
possibility of increasing
your salary is reduced..
It is essential to have a
position with a high salary
even if it means reduced
possibilities of promotion

Motivation
Page 7
EXERCISE 2
Totals For Page 9
Transfer to Page 15
Statements F H
G
E
D
C
B
A
15.
16.
13.
14.
9.
10.
It is better to get recogni-
tion for a relatively mean-
ingless task than it is to
perform a task that is
meaningful.
It is better to have a
meaningful task than to
carry out an unimportant
task which will receive
praise.
I would prefer to do an
uninteresting job providing
I got on well with my
colleagues.
I would prefer to do a
stimulating job, even if it
meant I was unpopular with
my colleagues..
11.
12.
The most important thing
for good performance is
having responsibility and
the authority to make
decisions..
The most important thing
for good performance is the
assurance of a good salary.
It is more essential to have
a job where there is a good
relationship with the
manager even if it means a
slightly lower salary..
It is essential to have a job
with a good salary even if it
means difficulties in
cooperation with the
manager.

Motivation
Page 8
EXERCISE 2
Totals For Page 10
Transfer to Page 15
Statements F H
G
E
D
C
B
A
23.
24.
21.
22.
17.
18.
I prefer greater responsibil-
ity in my job even if it
means less recognition and
praise.
I prefer to have a job with
less responsibility provid-
ing I get recognition and
praise.
I feel very highly stimu-
lated in my job when I
receive the recognition and
praise I deserve.
I feel stimulated in working
with my manager if I have
a good relationship and we
cooperate well together.
19.
20.
I would rather feel that I
have been successful in a
difficult job, than to feel I
had an easier well paid job.
I would rather have a well
paid job than a job that
presented problems which
had to be overcome.
I feel greater reward in the
job when I know I have the
support of my colleagues,
than when I get recognition
for a job well done.
I feel greater reward from
receiving recognition and
praise for a job well done,
than in receiving support
from my colleagues.

Motivation
Page 9
EXERCISE 2
Totals For Page 10
Transfer to Page 15
Statements F H
G
E
D
C
B
A
31.
32.
29.
30.
25.
26.
I regard it as more interest-
ing to take on jobs which
have greater responsibility,
even if the chance of
promotion is not available.
I regard it as more interest-
ing to gain promotion, even
if the job has less responsi-
bility.
27.
28.
I think it more essential to
receive feedback about
results than to get recogni-
tion and praise.
I think it more essential to
get recognition and praise
than to know if I am really
ssuccessful or not in my
job.
I regard it as more essential
to have the support of my
colleagues than to have a
good relationship with my
manager.
I regard it as more essential
to know that I have a good
relationship with my
manager than to know that
I have the support of my
colleagues.
To know that others are very
happy to have you as a
colleague gives more
stimulation in the job than to
have greater responsibility
To know that you have a
responsible job is more
stimulating than to be
popular among your col-
leagues.

Motivation
Page 10
EXERCISE 2
Totals For Page 12
Transfer to Page 15
Statements F H
G
E
D
C
B
A
39.
40.
37.
38.
33.
34.
I would prefer a job which
carries responsibility, even
if it is less interesting.
I would prefer an interest-
ing job, even if it carries
less responsibility.
35.
36.
If I change my job it would
be because there is no
possibility of promotion in
my present position.
If I change my job it would
be because I don't have a
sense of achievement in my
current position..
It is more important to have
information systems which
tell you how successful you
are, than it is to get on with
your manager.
It is more important to have
a good relationship with
your manager than it is to
have an information system
which highlights your
personal success.
To feel that you have a
salary that corresponds with
the effort you put in is
essential for full satisfaction
even if it is a routine job.
To have a working task that
is meaningful is essential for
full satisfaction even if it
means a lower salary.

Motivation
Page 11
EXERCISE 2
Totals For Page 13
Transfer to Page 15
Statements F H
G
E
D
C
B
A
47.
48.
45.
46.
41.
42.
It is better to get on with
your manager, than to risk
this relationship by accept-
ing promotion.
It is better to accept
promotion even if this
means a deteriorating
relationship with your
manager.
The content of the job can,
to a very large extent, mean
that you stay with an
organization even if it
means no chance of
promotion.
Even if a new job is more
of a routine task, I would
prefer the promotion.
43.
44.
It is more essential to work
in a group where there is
support and cooperation
than to work on your own,
even if the isolated job pays
a higher salary.
It is essential to know you
are well paid even if you
have to work in isolation.
To have greater responsibil-
ity gives a more positive
feeling even if you are not
always successful and able
to meet your objectives.
To be able to achieve
something is better than
having greater responsibil-
ity.

Motivation
Page 12
EXERCISE 2
Totals For Page 14
Transfer to Page 15
Statements F H
G
E
D
C
B
A
55.
56.
53.
54.
49.
50.
It is better to feel recogni-
tion in the job you have
than to get promotion to
another position.
It is better to get promo-
tion, even if it means the
possibility of recognition
disappearing in the future.
It is more stimulating to
have support and coopera-
tion to receive promotion
which means isolation from
colleagues.
It is better to be promoted
even if it means isolation
from colleagues.
51.
52.
It is better to be successful
in your current job than
have a more interesting job
where there is a lesser
chance of success.
It is better to have an
interesting job even if you
fail quite often rather than
have a simple and routine
job.
I would rather fail now and
then in my job than know
that I didn't have my
colleagues support.
I prefer to know that I am
always successful in my
job even if it means I don't
have the support of my
colleagues.

Motivation
Page 13
EXERCISE 2
Your Motivational Factors:
Evaluation
Transfer all the figures from the pages through to the following table.
Totals Page 8
Totals Page 11
Grand Totals
Totals Page 9
Totals Page 10
Totals Page 12
Totals Page 13
Totals Page 14
A
Totals B C D E F G H
SYSTEM CHECK: THE TOTALS OF COLUMNS A TO H SHOULD BE 140

Motivation
Page 14
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A B C D F G H
E
EXERCISE 2
Your Motivational Factors:
Evaluation - Graph
Transfer the results from the table on the previous page and plot a graph of their relative values. The graph plotted is the
result obtained from 668 personnel and is there to act as comparison between your result and a norm.
•
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•
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Motivation
Page 15
EXERCISE 2 The Motivational Factors:
FACTOR
A
B
C
D
E
F
G
H
DESCRIPTION
The importance of salary.
Gaining recognition and praise for the work that you do.
Being given responsibility and authority to make decisions.
Relationship with management.
Gaining promotion.
Achieving things in the work that you do.
The satisfaction of doing the work itself.
Having good personal relationships with colleagues
Explanation of Hertzberg
The score that you achieve against each of the factors represents the intensity of feeling that you have
towards that particular factor relative to the other factors that act as motivators.
Hertzberg's research showed that some of the factors were, what he called HYGIENE factors, that is
these are the DISSATISFIERS. If they are not present, then personnel are likely to be demotivated. If
they are present, they do little to increase motivation.
The other set of factors are considered to be MOTIVATORS. That is, if they are present they motivate
personnelhowever,iftheyarenotpresenttheyhaveminimalimpactonthelevelofmotivation.
The HYGIENE Factors are:
A Theimportanceofsalary.
D Relationshipwithmanagement.
H Havinggoodpersonalrelationshipswithcolleagues.
Inaddition,heidentified;CompanypolicyandadministrationandWorkingconditions,
ashygienefactors
The MOTIVATOR Factors are:
B Gaining recognition and praise for the work that you do.
C Beinggivenresponsibilityandauthoritytomakedecisions.
E Gainingpromotion.
F Achievingthingsintheworkthatyoudo.
G Thesatisfactionofdoingtheworkitself.

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