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Interventions based on the 3C-check can best be illustrated with an example. Let us assume a sales manager has performed a 3C-check with her sales representative with respect to a guided sales pitch. Fig. 3. Practical application of the 3C-model: Intervention in case of motivation deficits.
Maslow's hierarchy of needs is an idea in psychology proposed by American psychologist Abraham Maslow in his 1943 paper "A Theory of Human Motivation" in the journal Psychological Review. [1] The theory is a classification system intended to reflect the universal needs of society as its base, then proceeding to more acquired emotions. [18]
[1] Edwards derived the test content from the human needs system theory proposed [2] by Henry Alexander Murray, which measures the rating of individuals in fifteen normal needs or motives. The EPPS was designed to illustrate relative importance to the individual of several significant needs and motives.
However, a direct core self-evaluation scale, the CSES, has recently been developed and proven both reliable and valid. [15] Although some researchers still favor using the individual trait scales to measure core self-evaluations, the use of the direct measure is growing more popular in recent literature. [16] [17] [18]
Internal locus of control and responsibility for own decisions and behaviors; Need for precise goal setting. A 1982 study conducted by McClellan and coauthors found that high need for achievement (N-Ach) was linked to success in lower-level management roles, in which promotions were influenced by individual contributions.
Self-determination theory (SDT) is a macro theory of human motivation and personality regarding individuals' innate tendencies toward growth and innate psychological needs. It pertains to the motivation behind individuals' choices in the absence of external influences and distractions.
The MLQ Rater Form is composed of 45 items and was designed to assess how the leader's superiors, peers, subordinates, and others perceive the leader's leadership behaviors. The MLQ Rater Form measures transformational leadership, transactional leadership, passive/avoidant behaviors, and outcomes of leadership.
Employee motivation is an intrinsic and internal drive to put forth the necessary effort and action towards work-related activities. It has been broadly defined as the "psychological forces that determine the direction of a person's behavior in an organisation, a person's level of effort and a person's level of persistence". [1]