The Manager's Pocket Guide to Corporate Culture Change

Step B.Define the motivating factors for different groups

• What it means:

— Differentially rewarding according to respective frames of reference

• Steps:

— Define levels of performance within your group

— Define levels of motivation

— Explore the types of reinforcement that may be appropriate for the people in your group

The Idea

There are differences in values and levels of performance among individuals and groups. Reinforcement plans will be more effective if they recognize these differences and target specific employees’ frame of reference. What motivates one type of performer may not motivate another. These strategies can be summarized in the chart on the next page.

According to this chart, detractors require close supervision and immediate ...