Motivating Subordinates (Two sets of assumptions about people)
TRADITIONAL (X) POTENTIAL(Y)
People are naturally lazy; they People are naturally active; they
prefer to do nothing . set goals and enjoy striving.
People work mostly for money People seek many satisfactions in
and status rewards. work; pride in achievement; enjoyment
of process; sense of contribution;
pleasure in association; stimulation
of new challenges, etc.
The main force keeping people The main force keeping people
productive in their work is fear productive in their work is desire to
of being demoted or fired. achieve their personal & social goals.
People remain children grown People normally mature beyond child-
larger; they are naturally hood; they aspire to independence,
dependent on leaders. self-fulfillment, responsibility.