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motives
and 
motivation
are commonly used in different contexts to mean the 
following. 
(a) 
Goals or outcomes 
that have become desirable for a particular individual. We say that money, 
power or friendship are motives for doing something. 
(b) The 
mental process of choosing desired outcomes
,
 
deciding how to go about them (and whether 
the likelihood of success warrants the amount of effort that will be necessary) and setting in 
motion the required behaviour.
(c) The 
social process 
by which other people motivate us to behave in the ways they wish. 
Motivation in this sense usually applies to the attempts of organisations to get workers to put in 
more effort. 
1.2 Needs and goals 
People have certain 
innate needs and goals
, through which they expect their needs to be satisfied. Both 
of these drive behaviour. 
Individual behaviour is partly influenced by human biology, which requires certain basics for life. When 
the body is deprived of these essentials, biological forces called 
needs
or 
drives
are activated (eg 
hunger), and dictate the behaviour required to end the deprivation: eat, drink, flee, and so on. However, 
we retain freedom of choice about 
how
 
we satisfy our drives: they do not dictate specific or highly 
predictable behaviour. (Say you are hungry: how many specific ways of satisfying your hunger can you 
think of?) 
 EXAM FOCUS POINT 
Motivation is likely to appear regularly in the exam, since it is an essential aspect of managerial 
responsibility. Since there is a large body of academic work, you must understand the theories and 
authorities. 
BPP Tutor Toolkit Copy

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CHAPTER 15
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MOTIVATING INDIVIDUALS AND GROUPS