Managing Motives Effectively

E. Tory Higgins

in Beyond Pleasure and Pain

Published in print October 2011 | ISBN: 9780199765829
Published online January 2012 | e-ISBN: 9780199918966 | DOI:

Series: Social Cognition and Social Neuroscience

Managing Motives Effectively

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This chapter discusses the benefits of managing others by working backwards from the end-state that you want. The working backwards approach assumes that there are different strategic motives that support attaining different desired end-states, that these different strategic motives are a fit or a non-fit with different goal orientations, and that different conditions induce different goal orientations. Thus, once the right conditions are set, there will be a natural flow from conditions to goal orientation to strategic motive to the behaviors needed to attain the desired end-state. The working backwards approach can be used with incentives, but incentives are not necessary to use this approach. The emphasis of the chapter has been on managing others' motives effectively in order to enhance task performance and work satisfaction.

Keywords: motivation; strategic motives; management; end-states; goal orientation

Chapter.  9444 words. 

Subjects: Cognitive Psychology

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