Praktische Vaardigheden Ontwikkelen Sales Techniques | Page 62

MOTIVATION o o o o The impetus to begin a task The incentive to expend time The willingness to persist until the job is done. Motivation can come from without or within the individual Fear Motivation Advantages Disadvantages o o o o o o o o It protects us from self destruction or harm It protects society It is sometimes the quickest way to get a reaction. Easiest form of motivation Gets results because the person will do what you ask for fear of loss o o o o o It is external. Take away the source and the fear disappears. It is temporary. It can eventually be tuned out. It is negative if we act to avoid punishment rather than by choice. Motivation based on intimidation. Always results in inner anger and resentment Usually results in “when the cat is away, the mice will play.” Use if person in power can not create a climate for other types of beneficial motivation. Sometimes the threat of loss or punishment for motivation must be used, but should only be used when all other methods have failed. o Incentive Motivation: money, perks, prizes