Motivation Theory


There are a variety of theories that focus the attention to one or more of the aspects that are part of it of the process of motivation of workers. We develop the most significant:

Maslow established a number of needs experienced by the individual, giving rise to the call “pyramid of needs”. According to this theory, the satisfaction of the needs that are find at a certain level leads to the next in the hierarchy, however, there are areas of coincidence between one level and another since there is no total satisfaction of the needs.

Maslow initially indicated five levels of needs and ranked them in order of importance. In the base of the pyramid are the needs basic or primary, and at the top those of order psychological or secondary.

When vital needs have been met, they are the desires of each individual which will establish the order of needs and you can even modify the hierarchy with the passage of time. Currently, it has eight stages distributed in the same needs plus that of transcendence at the apex of the pyramid.

Basic needs. They are located in the first level and your satisfaction is necessary to survive. They are hunger, thirst, dress…

Security needs. They are located in the second level, are security and protection physics, order, stability…

Social or belonging needs. Are related to social contacts and life Economic. They are needs of belonging to groups, Organizations…

Status and prestige needs. His satisfaction occurs when initiative increases, autonomy and responsibility of the individual. Are needs of respect, prestige, admiration, power…

Self-realization needs. They arise from the need to achieve the value system of each individual, i.e. achieving their highest aspirations Personal.

10.2. Theory of Herzberg

Herzberg believes that there are two factors that explain the motivation of workers in the enterprise:

Motivating factors. They are the ones that determine the greater or lesser degree of job satisfaction and are related to the content of the work:

– The performance of a job interesting.

These factors are what move the worker towards positive attitudes and feeling satisfied.

Hygiene factors. They are related to the context of work and refer to the treatment that people receive in their work:

– Working conditions.

– The policy of the company.

When these factors have not been resolved well they produce dissatisfaction, but when you try to improve them you don’t manage on their own to provoke the authentic satisfaction. In short, satisfaction is achieved by two types of factors that are independent and distinct dimension. On the other hand, all factors are susceptible of a correct use by the directors of the work teams.

Motivation in the environment Labour

Currently companies are aware of the importance of having a business structure conveniently qualified and with a high degree of motivation, able to share the objectives set by the department itself, making them their own. We understand by motivation all inner force or impulse that initiates, maintains, and directs the a person’s conduct in order to achieve a goal determined. In the workplace “be motivated” means being stimulated and interested sufficient to guide activities and conduct towards the fulfillment of previously established objectives. Although we focus on the commercial team, it can be extensible to any other department. Proactivity is one of the main positive variables of the XXI century.Process of the motivation

Motivation in people begins with the appearance of a series of internal stimuli and external that make you feel some needs, when these they are concretized in a specific desire, they guide the activities or conduct in the direction of the achievement of some objectives, capable of satisfying the needs.


If we apply the motivation process to the commercial field, the company among other stimuli and incentives can initiate motivation among your sellers applying, for example, a internal promotions. This will bring up the need that will be concretized in the appearance of the desire to be promoted within the department, guiding the actions of the commercial towards the achievement of the objective “to be one of those promoted”.

At a general level, we can draw the distinction between two kinds of motivations:

Intrinsic motivation. The one in the that action is an end in itself and not pretending any prize or reward outside the action. The worker is considered totally self-motivated.

Extrinsic motivation. It is produced as consequence of the existence of external factors, i.e. taking as a reference some motivational element of economic type.

It is evident that if the company manages to make its structure commercial is motivated both intrinsically and extrinsically, you will be able to have your workers with a good level of integration and satisfaction, creating a working environment that will have a positive impact on your level of performance, which will result in benefits for the company.

Theories of motivation

First ideas about motivation

Differences between theories X and And

Implications of McGregor’s Work

Definition of Motivation (Gary Dessler) 1979):

“Motivation reflects a person’s desire for fill certain needs. Since the nature and strength of specific needs is a very important issue individual, it is obvious that we will not find any guide nor universal methods to motivate people”

There are many theories of motivation. Every theory of motivation is intended to describe what humans are and what they can become. By Consequently, it can be said that the content of a Motivation theory lies in its particular conception of people.

The content of a theory of motivation allows us to understand the world of Dynamic Performance in which the organizations, describing managers and employees who they participate in organizations every day. As the Theories of motivation deal with the development of people, the content of a theory of Motivation also serves managers and employees to manage the dynamics of life in the Organizations.

A number of professionals in the area note that research on motivation remain a great challenge to find “The Ideal Way” of consider motivation.

Motivation was one of the main concepts that were generally faced by the administration researchers, therefore, to Below is framed a summary of the first ideas on motivation, which gave rise to theories which we will describe later.First ideas on the statement of reasons

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