A Practitioner's View of “Motivation”

Contends that motivation theories have done little to help operating managers. “Help” to achieve the manager′s objectives is what current theories are all about but since no one can really motivate anyone else, what we are really dealing with is a persuasion phenomenon under the guise of motivation. Argues that some techniques, supported by research from the psychology of persuasion, should be effective in helping managers to direct their subordinates′ behaviour in a desired direction.