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Business: A Changing World, 4/e
O.C. Ferrell, Colorado State University
Geoffrey Hirt, DePaul University

Motivating the Workforce

Learning Objectives

After reading this chapter, you should be able to:

  • Define human relations and determine why its study is important.

  • Summarize early studies that laid the groundwork for understanding employee motivation.

  • Compare and contrast the human-relations theories of Abraham Maslow and Frederick Herzberg.

  • Investigate various theories of motivation, including theories X, Y. and Z; equity theory; and expectancy theory.

  • Describe some of the strategies that managers use to motivate employees.

  • Critique a business's program for motivating its sales force.





McGraw-Hill/Irwin