Motivate and Reward Performance Appraisal and Incentive Systems for
Motivation, ability and potential for development are crucial for performance and the achievement of objectives. The author, from his extensive management experience at Unilever, the leading multinational corporation, demonstrates the importance of the li
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Herwig W. Kressler Translated by Simon Pearce
M o t i va t e a n d R e w a r d
M o t i va t e a n d R e w a r d Pe r f o r m a n ce A p p ra i s a l a n d I n ce n t i ve Sys t e m s f o r B u s i n e s s S u c ce s s
Herwig W. Kressler Translated by Simon Pearce
© Herwig W. Kressler 2003 English language translation © Simon Pearce 2003
Softcover reprint of the hardcover 1st edition 2003 978-1-4039-0378-5 All rights reserved. No reproduction, copy or transmission of this publication may be made without written permission. No paragraph of this publication may be reproduced, copied or transmitted save with written permission or in accordance with the provisions of the Copyright, Designs and Patents Act 1988, or under the terms of any licence permitting limited copying issued by the Copyright Licensing Agency, 90 Tottenham Court Road, London W1T 4LP. Any person who does any unauthorised act in relation to this publication may be liable to criminal prosecution and civil claims for damages. The author has asserted his right to be identified as the author of this work in accordance with the Copyright, Designs and Patents Act 1988. First published 2003 by PALGRAVE MACMILLAN Houndmills, Basingstoke, Hampshire RG21 6XS and 175 Fifth Avenue, New York, N.Y. 10010 Companies and representatives throughout the world PALGRAVE MACMILLAN is the global academic imprint of the Palgrave Macmillan division of St. Martin’s Press, LLC and of Palgrave Macmillan Ltd. Macmillan® is a registered trademark in the United States, United Kingdom and other countries. Palgrave is a registered trademark in the European Union and other countries.
ISBN 978-1-349-50901-0 DOI 10.1057/9781403937711
ISBN 978-1-4039-3771-1 (eBook)
This book is printed on paper suitable for recycling and made from fully managed and sustained forest sources. A catalogue record for this book is available from the British Library. Library of Congress Cataloging-in-Publication Data Kressler, Herwig. [Leistungsbeurteilung und Anreizsysteme. English] Motivate and reward / Herwig Kressler; translated by Simon Pearce. p. cm. Includes bibliographical references and index. 1. Employee motivation. 2. Performance--Evaluation. 3. Incentive awards. I. Title. HF5549.5.M63 K74 2003 658.3'14--dc21 2002193096 Editing and origination by Curran Publishing Services, Norwich 10 9 8 7 6 5 4 3 2 1 12 11 10 09 08 07 06 05 04 03
CONTENTS
List of figures Introduction
Part I
ix x
Motivation Motives – Desires – Motivational Factors Motivation to Work Motivation and Frustration Motivation is Highly Personal Theories, Hypotheses and Concepts of Motivation to Work ‘Scientific Management’ Trust in Technology and Utilitarianism The ‘Discovery’ of the Motivation to Work Further Developments Motivation Theories: an Overview Maslow McGregor Argyris Herzberg McClelland Vroom Locke, Latham Equivalence and Dissonance ‘Sixteen Basic Desires’ Eight Points for Reflection Conclusion: Significant Elements of Motivation Tools of Management Evaluation and Pay Management by Objectives: Target Agreement
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