Sales maximisation is not only a means but an end in itself. They enjoy their work more and experience less stress. MOTIVATION & ITS THEORIES Welcome to today’s lesson on motivation. A Civil Action was originally a novel, but more people have seen the movie, which was distributed by W. W. Hodkinson’s old company, Paramount. The basic premise of content theories is that humans have needs. The theories are: 1. In this section, we will discuss three theories of motivation that represent an alternative to the needs-based approaches discussed in the prior section. Argyris’s Theory 7. Profit-Maximizing Theories 2. McClelland’s Need Theory 4. ADVERTISEMENTS: Some of the most important theories of motivation are as follows: 1. Information is restricted Devotion to ideology not personal identification Centralized decision making by the leader Dependency on the leader 2 Most leadership theories emphasize both leader and follower characteristics follower characteristics leader characteristics … There are three main theory categories, namely content theories, process theories and contemporary theories (Saif, Nawaz, Jan & Khan, 2012). Even if you have a methodology that works well, it's a good idea to try a different approach now and then. Why do you need Learning Theories? Non-Optimizing Theories. There are countless motivation theories that present and support various and sometimes even contradictive arguments regarding the factors, which result in motivating the employees. Some important theories of international business are stated & discussed below:-1. Let's take each on and discuss. Theory # 1. MOTIVATION THEORIES. Consider it the flip-side of the Great Man theories. Theories of Motivation Definition: There are several Theories of Motivation that are developed to explain the concept of “Motivation”. ... salesperson is to discuss all the objections beforehand while giving the presentation and Often, the same content can be presented in different ways. Motivation is a difficult quality to define as people seem to have many different reasons for doing the things they do. Below are 17 different types of communication theories, you need to be aware of them all. The need provides direction for motivation. SOCIAL JUDGMENT THEORY learning and teaching : theories, approaches and models 11 For example; that a human’s pupil shrinks in harsh light and grows in low light are inborn behavio urs. Management is an aspect of the business that doesn’t have the same specific duties some of the other parts of the business have. The advertising theories illustrate how and why advertising is effective in influencing the customers’ behaviour and accomplishing its objectives. Deciding how much to charge for your product requires more thought than simply calculating your costs and adding a mark-up. The four theories we discuss in this chapter include social judgment theory, the elaboration likelihood model (ELM), cognitive dissonance, and the narrative paradigm. Managers usually strive to find ways to motivate their staff. The GE Matrix The Marketing Environment . A number of theories surrounding retail change each attempt to explain how retail businesses grow and develop throughout the retail life cycle. Motivation is the reason why human beings complete tasks. ADVERTISEMENTS: The following points highlight the three main theories of firm. Databases like Compustat do not have the detail needed to test the nuances of the various theories that serve to distinguish them. Discuss the various leadership theories Which of the following is a characteristic of a positive charismatic? One of the oldest and perhaps more highly criticized method regarding motivation was the Frederick’s Taylor (1911) Scientific Management approach. 5 Principles and 5 Theories for Effective Training Design I once asked the director of a company with more than 10,000 employees what he saw as … Herzberg’s Motivation Hygiene Theory 3. Rooted in behaviorism, this leadership theory focuses on the actions of leaders, not on mental qualities or internal states. Motivation is a process that starts with a physiological or psychological need that Motivated employees are more productive and creative than those who are unmotivated. Lets understand these different types of powers in detail. Please see our Marketing Theories - SWOT Analysis post for a full explanation. One of the first theories of motivation was developed by Abraham Maslow. Destructive drives refer to such things as aggression, destruction, and death. The theories also increase understanding about government trade policies and predict how these policies might affect companies’ competitiveness. Theories of selling- Traditional and Modern Subject: Personal Selling and Sales Force Management ... Smart salespersons use various By doing this, the strongest sales appeal of the prospect can be identified. Urwick’s Theory Z 6. There's no one best sales approach. Maslow’s Need Hierarchy Theory 2. Although each one adopts a different perspective, all stress the importance of long-term strategic planning. This is used when objectives are set to evaluate the Strengths, Weaknesses, Opportunities and Threats facing the organisation. Maslow's needs. Corporations as Responsible. As we review, you can decide which ones seem most relevant and helpful. The various content theories attempt to consider what these forces are. Learning Theories are conceptual frameworks that describe the manner in which the information is absorbed, processed and retained during learning. While an accountant will always know quite clearly the expertise and responsibilities he or she has, a manager needs to have a much broader set of skills, with the tasks ranging depending on the business. Marketing theories, in turn, shape the manager's frame of mind regarding the market. 6 sychological/T 139 those things, such as painting, that give people pleasure. According to him, a firm attaches great importance to the magnitude of sales and is much concerned about declining sales. Learning Theories provide a framework for such learning solutions. There are lots of theories of motivations and all have pros and cons, but five of these theories are particularly relevant to sales force management. The problem in testing theories of trade credit thus far has been the paucity of data. For simplicity and understanding purposes power is usually classified into 5 categories - Coercive Power, Reward Power, Legitimate Power, Expert Power and Referent Power. A firms’ dividend policy has the effect of dividing its net earnings into two parts: retained earnings and dividends. Behavioral theories of leadership are based upon the belief that great leaders are made, not born. Porter and Lawler’s Expectancy Theory. vince a customer that a salesperson is honest, the theories presented highlight the varied ways to conceive persuasive messages. But sales maximisation is regarded as the short-run and long-run goal of the management. How Learning Theories influence learning. Three Major Theories of Motivation. Your personality and background will determine which type of sales technique is most effective for you. From the Latin word "movere," which means to move and the late 19th century motive means internal drive, motivation is a force that actuates behavior(s) and provides the gas to move behaviors toward fulfillment of the drive. We have appreciated earlier the importance of motivation in determining human behaviour . Stakeholder Map . The other type of instinctual drive is destructive. The consumer decision making process Porters Five Forces . In a marketing-driven company, all decisions are made based on a marketing philosophy, and marketing is the job of everyone in the company. Behavioral Theories . Types of Communication theories. There are many theories of motivation, and they mostly give a relation or influence the outcomes of employee job satisfaction. For hundreds of years, scientists have offered many theories from different … Content theories focus on what motivates behavior. On motivation focuses on the actions of leaders, not on mental or! 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