The Hindu Business Line : How to motivate

Extensive studies by psychologists have established that in a large majority of human beings, what is apparent in abilities to accomplish things is far less than what is potential or hidden. Hence arises the need, particularly in the days of acute competition, to bring out the best in people — be they workers or supervisors or even executives for that matter.

The efforts involved in this process are summed up in the expression ‘motivating’. When the exercise of motivating involves a large number of people or big groups, there has to be a common factor applicable to all to induce people to do more and more willingly.

What does the trick?

Out of this thinking was born the concept of ‘incentives’. These can be in many forms. Naturally, the most commonly accepted has been ‘money’. “More money for better work” is easily understood and implemented. Then, it has also been found that beyond a point, mere offer of money does not play the trick. At some point, money ceases to be the be-end and all-end of everything. Non-monetary incentives also become effective in prodding people.

It is in this context that workers such as Abraham Maslow stressed factors such as one’s wish for status and self-actualisation. Maslow stressed that a man’s ambition for status and an innate wish for ‘self-actualisation’ gain importance. In fact, it is found by economists and sociologists that as wages and remuneration rise beyond a point, corresponding input and productivity tend to stagnate or even fall!

Now, what are the various spheres in which incentives work? It will not be an exaggeration to say that there is no sphere of human activity in which incentives may not be relevant — education, sports, arts, and so on. What are merit scholarships, if not incentives? What are dazzling and glittering prizes to sportsmen? What are titles and ‘honorifics’ to renowned artists, academicians, and administrators?

Roads and traffic islands are being named after renowned personalities. It may be particularly mentioned that special awards to military and police personnel are basically nothing but incentives offered to boost the morale of the forces.

Subsidies as incentives

Incentives play a big role in the economic issues. In fact, concessions granted to exporters are straightaway called ‘incentives’. To consider the waivers of agricultural debts (debts to farmers) a variation of ‘incentive’ would be perfectly justified. How about subsidies? So much is being heard of this matter in the deliberations of international bodies such as the World Trade Organisation (WTO); the rich countries fabulously subsidising their farmers enabling them to depress the prices of their products. Bitterness and rancour are generated in the debates in this regard and there has been delay in decisions and arriving at agreements in trade between nations.

Now we hear that “fat people in UK get paid to lose weight!” Cash incentives are offered to tackle the obesity endemic. The ‘over-weight’ people are offered rewards to give up junk food and to go to gyms regularly. The objective? To avoid costs associated with heart diseases, diabetes, and even cancer, and all obesity-related problems. Then, the question arises — is obesity as much a social problem as an individual one?

(The author is a Bangalore-based freelance writer.)

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