Excelsior Specialty Equipment Corporation

Historically, theories of management have gone in cycles, starting with Taylor's mechanistic "Scientific Management" model from the late 19th century, then tending toward additional psychological methods associated from the Hawthorne studies within the 1920s. A shift back toward a much more formalist method was observed with Peter Drucker's Management by Objective inside the 1950s, then once again toward psychological models such as Theory X and Theory Y. Most recently the trend looks to be back toward formalism (Waas, n.d., p. 1). However, Excelsior's management has chosen to take in a broad view of workplace efficiency, for example an analysis of causes influencing employee motivation.

Evaluation of Technique Theories and Articles Theories

Broadly speaking, theories of employee motivation fall into a couple of groups, procedure theories and content theories (Antic, 2004, p. 95). Method theories deal with individuals, their differences, and the cognitive processes by which a particular individual forms his or her motivations. Articles theories deal with persons in general, and propose general principles guiding human motivation.

Excelsior has quite a few hundred employees, primarily divided in between line production workers, salespersons, and an administrative and technical staff. As a result of the fragmented nature in the industries that Excelsior serves, very own sales are a major part in the overall marketing effort.

 

There is a temptation to associate each of McClelland's major requirements or goals with a single of the 3 major functional divisions of a firm - line workers, whose work is routinized and thus has small scope for achieving esteem or power, getting motivated primarily by their social relations with the work group; salespeople by a sense of very own achievement to produce sales; and administrative staff by the workout of power in running the company.

Therefore, the analysis in the workplace environment being a whole has concentrated on content theories, and in particular on a couple of of them, Maslow's Hierarchy of Needs and McClelland's Acquired Requirements Theory (Antic, 2004, p. 95). As content theories, these theories have a critical family members similarity. Both argue that persons in general have psychological demands they need to fulfill. Their motivations thus revolve close to meeting these needs. As described in 1 recent source, "for these theories, another person is only motivated to try and do a thing if he or she experiences a specific require that may be fulfilled directly or indirectly by performing that action (Cardona, Lawrence, and Espejo, 2003, p. 3).

Likewise, it's not an automatic since a motivation toward individual achievement, as measured just like by annual sales figures, stands out as the sole or best motivator for ones sales staff. Excelsior's salespeople aren't door-to-door vacuum cleaner salesmen. Quite a few of its orders occur from repeat customers, as well as the sales staff need to work closely each with buyer representatives and Excelsior's line production team to be able to make sure how the customer's needs are fully met by the equipment built for them. A powerful network of social relationships is consequently an critical plus for your salesperson, and may perhaps from the lengthy run develop much more company than would a single-minded devotion towards the individual's annual sales figures.

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