Table of Contents

Dedication & Acknowledgments .........................
5
Author’s Preface ....................................................
7
Introduction .........................................................
There is a tendency for introductions to be “filler,”
but this is vital orientation for understanding the
rest of the book—read it first!
13
Chapter 1: Conceptual Motivation ....................
Information, facts and “reality” motivate people with
strong Conceptual motivators.
26
Chapter 2: Aesthetic Motivation ........................
Visual and sensory awareness of their environment
motivates people with strong Aesthetic motivators.
32
Chapter 3: Economic Motivation ......................
Financial gain and return on investment motivate
people with strong Economic motivators.
39
Chapter 4: Power & Authority Motivation .......
Control and dominance motivate people with strong
Power & Authority motivators.
46
Chapter 5: Social Motivation .............................
Concern for opportunity and justice motivates people
with strong Social motivators.
54
Chapter 6: Doctrine Motivation ........................
Strong belief in tradition and customs motivates
people with strong Doctrine motivators.
61
Chapter 6: Doctrine Motivation ........................
Strong belief in tradition and customs motivates
people with strong Doctrine motivators.
61
Appendix ...............................................................
A variety of short articles and insights to help you
become more effective in applying this information,
reprinted from Dr. Wolfe’s management newsletter,
The Perfect Labor Storm:
  • The High Cost of Employee Turnover
  • Attitude Virus Hacks Human Capital
  • Causes of Workplace Conflict
  • Motivating the Wrong People is a Waste of Time
77
What’s Your Next Step? .......................................
Dr. Wolfe offers a variety of tools that can assist you in
understanding competencies, behavioral and
motivational styles.
92
Additional Resources ..........................................
Dr. Wolfe’s CriteriaOne® assessments are unique among
all of the selection tools available to businesses today.
Find out how CriteriaOne® will help you do your job.
94
About the Author .................................................
96


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