Motives

Motives

Human beings are very complex in nature. Many a times we fail to understand the behavior of people. People are motivated by needs. People are motivated by their lowest unfilled need. Personal needs vary with each person and they may overlap.

Consider the following points:

•  Personal needs are in order and the higher needs emerge as the lower needs are fulfilled.
• “Problem people” may be trying to restore “status” and they may need help from others to get it done.
• The more secure we are, the more likely we are to overlook the adequacy problem of others.
• The art of making others feel comfortable and important is always based on the sincerity approach.

The most common motivation drive patterns are listed below:

1.     SECURITY.  Worry about / plan the future.

2.     ATTENTION. Aiming for personal recognition.

3.     OWNERSHIP. To take care of things.

4.     ACCEPTANCE. To be clearly understood.

5.     STATUS. To attain a position.

6.     ASSOCIATION. To be with people.

7.     RESPONSIBILITY. To do something worthwhile.

8.     ACCOMPLISHMENT. To work to schedule.

9.     FRIENDSHIP. To have sympathetic companions.

10. RIGHTEOUSNESS. To practice well-defined principles.

If we study the people closely, we will be able to identify the patterns that drive them. Observe their behaviours and try to identify the indicators. Make use of the following information.

  

1. SECURITY.

Indicators

Spends cautiously with tight control. Has long employment record. Saves everything possible. Buys things during bargain offers / off season. Looks for bank with highest interest. Tries to repair things on his own.

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2. ATTENTION.

Indicators

Criticizes top policies. Arrives late. Takes unnecessary risks. Has “inside” story. Butts into conversations. Projects 20 years’ experience in 10 years. Spends flashily.

3.      OWNERSHIP.

Indicators

Keeps things locked up. Maintains vehicle. Ensures all gadgets work. Has more than one gadget of the same kind. Has old books stored.

4. ACCEPTANCE.

Indicators

Talks to the point. Puts it in writing. Repeats instructions. Summarizes decisions. Issues frequent progress reports. Checks work with key personnel. Favours favourable facts.

5. STATUS.

Indicators

Carries heavy wallet. Discusses important names. Favours big brands. Talks about right books and papers. Displays citation.

6. ASSOCIATION.

Indicators

Seldom remains at home. Leaves last. Talks to strangers. Awaits part dates. Tells stories. Keeps many irons in fire.

7. RESPONSIBILITY.

Indicators

Works as  reporter. Helps out others. Takes over for the boss. Takes the blame. Is a problem solver. Works for a cause. Overcomes obstacles.

8. ACCOMPLISHMENT.

Indicators

Asks for work. Keeps promises. Uses checklists. Says, “better do it myself”. Is a self-starter. Keeps a good filing system.

9. FRIENDSHIP.

Indicators

Free with confidence. Gets hurt easily. Trusts people. Spends time with a few. Has hot and cold moods. Needs a listener. Offended by casualness. Develops confidential discussions.

 10.RIGHTEOUSNESS.

  

We must realize that a person will not be driven by a single motive. Everybody is driven by a combination of different motives, of course in different proportions. It is important to find out which one is predominant. Once we are sure of the predominant drive, we can work out our approach towards the person concerned.