BADM 532_Discussion 5
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In Chapter 5 of the assigned readings on motivating behavior, several important concepts and
methods were discussed, which can be applied to managing employee motivation in the context of a high-end retail clothing store like Threads.
Key Concepts and Methods:
1.
Expectancy Theory:
One of the central concepts discussed in the chapter is the Expectancy Theory, which posits that people are motivated to behave in a certain way
when they believe that their efforts will lead to a desired outcome and that the outcome is valued by them. This theory is crucial in understanding how to motivate sales staff effectively.
2.
Intrinsic and Extrinsic Motivation:
The chapter also delves into the difference between intrinsic motivation (motivation from within, e.g., personal satisfaction) and extrinsic motivation (motivation from external rewards, e.g., monetary incentives). Balancing both types of motivation is important in creating a motivated sales team.
3.
Goal-Setting Theory:
Setting clear and specific goals is another important concept. Goals should be challenging but attainable, and they should align with the overall business strategy. This theory suggests that setting meaningful goals can enhance motivation.
Now, let's address the questions related to managing employee motivation at Threads:
1. What behaviors would you want from your sales staff?
As the manager of Threads, I would want my sales staff to exhibit the following behaviors:
Excellent Customer Service: Providing a high level of customer service is essential to our business strategy. Sales staff should greet customers warmly, be attentive to their needs, and provide product knowledge.
Product Knowledge: Staff should be knowledgeable about the clothing lines, fabrics, and styles, so they can assist customers effectively.
Upselling and Cross-selling: Encouraging sales staff to suggest complementary items or upsell when appropriate can increase the average transaction value.
Problem Solving: Staff should be empowered to handle customer issues and complaints promptly and effectively.
Team Collaboration: Encouraging a collaborative and supportive team environment can enhance morale and customer service.
2. What goals would you set for your sales staff, given your answer to question 1?
Goals should be specific, measurable, and aligned with the desired behaviors. Some goals could include:
Achieving a minimum level of sales per month.
Maintaining a high customer satisfaction score.
Completing product knowledge training.
Participating in regular team meetings to discuss customer feedback and improvement
ideas.
3. What type of system would you set up to reward these behaviors?
To reward and motivate sales staff, I would consider a combination of intrinsic and extrinsic motivators:
Monetary Incentives:
Part of the store's profits could be distributed as performance-
based bonuses or commissions.
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Related Questions
Mangement
Theories of motivation are fundamental in understanding what drives human behavior and decision-making. One of the most prominent theories is Maslow's Hierarchy of Needs, which posits that individuals are motivated by a hierarchical set of needs, starting with physiological needs such as food and shelter, and progressing to higher-level needs like self-esteem and self-actualization. Another influential theory is Herzberg's Two-Factor Theory, which distinguishes between hygiene factors (job-related factors that can cause dissatisfaction if missing) and motivators (factors that lead to satisfaction and increased work motivation). These theories, along with others like Expectancy Theory and Self- Determination Theory, offer different perspectives on why people act the way they do, shedding light on the intricate interplay of internal and external factors that shape human motivation.
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They are systems that reward for results rather than behaviors.
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In your education and training to be an organizational behavior consultant, you studied various needs-based motivational theories such as:
· Maslow’s hierarchy
· McGregor’s Theory X and Theory Y
· The Two-Factor theory
Your Task
Which of the motivational theory do you think is best for describing human behavior in the workplace? Based on that, elaborate how the chosen theory can help in creating a work environment using reward strategies, work-life balance considerations, and other approaches to motivate employees to achieve the performance goals?
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A general theory of behavior based on meeting physiological and psychological needs as
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Operant conditioning
Goal directed theory
Classical conditioning
O The Skinner box
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cannot change the inevitable. The only thing we can do is play on the one string we
have, and that is our attitude. I am convinced that life is 10% what happens to me and
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Multiple Choice
valence
instrumentality
reinforcement
expectancy
equity
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True
False
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smodifying the five core job dimensions likely to motivate employees who have lowgrowth needs? Why or why not?
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Intrinsic & Extrinsic Rewards
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- Mangement Theories of motivation are fundamental in understanding what drives human behavior and decision-making. One of the most prominent theories is Maslow's Hierarchy of Needs, which posits that individuals are motivated by a hierarchical set of needs, starting with physiological needs such as food and shelter, and progressing to higher-level needs like self-esteem and self-actualization. Another influential theory is Herzberg's Two-Factor Theory, which distinguishes between hygiene factors (job-related factors that can cause dissatisfaction if missing) and motivators (factors that lead to satisfaction and increased work motivation). These theories, along with others like Expectancy Theory and Self- Determination Theory, offer different perspectives on why people act the way they do, shedding light on the intricate interplay of internal and external factors that shape human motivation. Question: Which theory of motivation do you find most applicable or compelling in understanding…arrow_forwardEmployee motivation currently seems to be explained by the expectancy principle.arrow_forwardWhat do profit-sharing plans, stock options, and gain-sharing plans all have in common? They are systems that reward for results rather than behaviors. They are systems that reward for behaviors rather than results. They are nonmonetary and noneconomic in nature. They are not effective in motivating performance.arrow_forward
- Many managers assume that if an employee is not performing well, the reason must be lack of motivation. What is the problem with this assumption?arrow_forwardIn a meeting with members of Strategic Management committee in your company, you ask middle managers about the recent performance in the marketing department and their thoughts about the reasons behind it. They state that their performance goals are set too high, with the vast majority of their employees missing their individual targets across the board. In your education and training to be an organizational behavior consultant, you studied various needs-based motivational theories such as: · Maslow’s hierarchy · McGregor’s Theory X and Theory Y · The Two-Factor theory Your Task Which of the motivational theory do you think is best for describing human behavior in the workplace? Based on that, elaborate how the chosen theory can help in creating a work environment using reward strategies, work-life balance considerations, and other approaches to motivate employees to achieve the performance goals?arrow_forwardA general theory of behavior based on meeting physiological and psychological needs as motivation is the: Operant conditioning Goal directed theory Classical conditioning O The Skinner boxarrow_forward
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