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motivation 
is about. 
Having explored motivation and its impact on 
performance in 
Section 1
, we go on to look at a range of 
key 
motivational theories
in 
Sections
2 to 4.
There are 
some famous theoretical models here, and it is definitely 
worth learning them. 
In 
Sections 5 to 6
, we look at a range of 
financial and 
non-financial rewards
that may be used to motivate 
people. Take note, as you proceed through the chapter, 
that money is by no means the only (or necessarily the 
most effective) incentive to higher levels of performance. 
The ability to 'motivate' people is also a key skill of 
leadership
, as we saw in Chapter 11.
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PART D: LEADING AND MANAGING INDIVIDUALS AND TEAMS 
 
378
 
Study Guide 
Intellectual level
 
D5 Motivating individuals and groups 
 
 
(a) Define motivation and explain its importance to the 
organisation, teams and individuals. 
K 
(b) Explain content and process theories of motivation: Maslow, 
Herzberg, McGregor and Vroom. 
K 
(c) Explain and identify types of intrinsic and extrinsic reward. 
K 
(d) Explain how reward systems can be designed and 
implemented to motivate teams and individuals. 
K 
 
1
Overview of motivation 
1.1 What is motivation? 
Motivation
is concerned with what causes people to act in a certain way, whether it be drinking a glass 
of water to reduce thirst or working hard to achieve a promotion at work. 
Motivation 
is 'a decision-making process through which the individual chooses desired outcomes and 
sets in motion the behaviour appropriate to acquiring them'. (Huczynski and Buchanan, 2010). 
In practice, the words