附录1
外文文献：
EMPLOYEE MOTIVATION IN THE COMPANY.
STUDY CASE
Abstract
A firm’s performance is in a direct link with the resources it involves, namely material, financial and human resources. If in the case of the material and financial resources the diagnosis and improvement processes are relatively simple, the human resources imply more complex issues. The first condition for a firm to obtain performance (in terms of human resources) is recruiting staff with appropriate qualifications. But conforming to this criterion does not lead automatically to the elimination of human resources issues. Currently, the vast majority of firms employ qualified personnel with experience in the field, yet many of them record an inadequate performance in human resources. This is due to staff motivation. In addition to employing qualified personnel with experience it is necessary that it be motivated adequately. But motivation can be achieved through a variety of forms, salary bonuses and benefits such as cell phones, cars, products at promotional prices, program flexibility and more, all having a different impact.
This article explores the effectiveness of various manifestations of motivation,trying to determine its optimum structure. For this purpose an analysis was made of a firm that obtained a significant improvement in performance, while maintaining material and financial resources constant. The company applies many ways to motivate staff, so it was possible to analyze the impact of each one. Following this analysis an indicative hierarchy of motivational methods was created. The results of this study can be used and adapted in any companies that want to improve the quality of their human resources.
Keywords: human resources, motivational methods, personnel, motivation, motivation structure
INTRODUCTION
Motivation is defined as the action of orienting ones behavior to a specific goal. There are a lot of theories that try to explain, how and why motivation function as is does. The simplest explication of how motivation fun ctions is “the need to minimize physical pain and maximize pleasure”, there are a lot of needs that may act as a motivator (e.g. eating, resting, or a desired object, hobby, goal, state of being, ideal). Other theories attribute motivation to less- apparent reasons such as altruism, selfishness, morality, or avoiding mortality. (Seligman M, 1995)
INCENTIVE THEORY
This theory is one of the oldest, and it states that presenting a reward (tangible or intangible) after the occurrence of a certain action will cause the behavior to occur again. The theory is based on the fact that the subjects mind will associate a positive meaning to the behavior. (Maslow A., 1970).
The time passed since the occurrence of the action and the moment when the subject is presented with the reward is also very important, it has been shown that for shot periods the impact is greater than for longer ones. If this cycle of action–reward is repeated it is possible to convert that action into a habit. (Goldthorpe, J.H. and others, 1968)
This theory depicts motivation as a very simple process, but in reality there are a lot of factors that influence it. There are a lot of motivational techniques and it is hard to decide which one is the optimum for a given situation. (Kerr S., 1995) EMPLOYEE MOTIVATION
One of the most important uses of motivation is in a company. Organizations employ workers to perform certain tasks; these workers need to be motivated in order to perform their tasks with maximum productivity. The traditional motivator for a worker is his salary, but in many cases that isn`t enough. Companies use a lot innovating tactics to keep their productivity at a maximum level. Some of them imply material rewards, others imply psychological motivators. ( Weightman, J., 2008) Analyzing from the perspective of the motivational factor we can speak of two types of motivation:
? Intrinsic motivation is generated by a factor that comes from within the subject (beliefs, feeling that what he does is important, modality, the perspective of learning something new).
? Extrinsic motivation is generated by a factor that comes from the exterior (e.g. salary, material rewards, good reviews). (Lepper, M.R. and others, 1973)
A very important theory in the field of motivation is Maslow`s pyramid. In his work Maslow has created a hierarchy of needs felt by an individual (Maslow A., 1970) . At the base of his pyramid Maslow put physiological needs; for an individual found under their constraint money is a perfect motivator. But after these need are satisfied the individual will advance on Maslow`s hierarchy and his needs will change, this implies the fact that the motivator will change as well ( Goldthorpe, J.H. and others 1968). At higher levels of Maslow`s pyramid, are placed needs that are satisfied with praise, respect, recognition and empowerment, money having a small impact. ( Steinmetz, L., 1983).
EXPERIMENTS
Given the extremely important functions played by motivation and its complexity, over time there have been a lot of researches and experiments. One of these experiments was made by Sam Gluxberg. Gruxberg determined from this experiment that extrinsic motivations (such as material rewards), put pressure on individuals, having negative effects on creativity. For tasks whose solution is obvious extrinsic motivations are working as they should increasing performance, but for tasks whose solution is more complex, extrinsic motivation backfires, having negative effects on performance.
Given Gluxberg conclusions in 2005 a team of researchers from Massachusetts Institute of Technology, led by D. Arily conducted a similar experiment. The MIT researchers conclusions were similar. Some researchers suggested moving the experiment to another country, where the standard of living would be lower, this suggestion being made on the basis that the U.S. standard of living is quite high and extrinsic motivations (such as material rewards) have lost some of their effect. As a result a set of research was conducted in India, a country with a low living standard
and a sum of money which is irrelevant to an American, is significant for an Indian. In India the results of the experiment were identical to those in the U.S.. Therefore it is not a question of living standards. The conclusion of the two experiments is that if the task is complex the motivation uses must be intrinsic (within the employee) and if the task is simple the motivation uses must be extrinsic. But this conclusion is lacking applicability. It is hard to believe that an employee operating only on intrinsic motivation will perform tasks in the interest o a company for a period of time. In order to prove this point of view we take a look at Malov`s theory.
According to Maslow's pyramid individuals will be motivated in the first phase of basic needs (needs such as food, clothing, security), those on the first two levels of his pyramid. Only after these two needs will be satisfied they can advance. In an attempt to meet these two basic needs, individuals will be attracted to extrinsic motivations. Later, after satisfying the first two levels, they will advance. Only in this second phase they will present a greater openness to intrinsic motivation. It is worth mentioning that in this second phase they will have to maintain the first two needs at an optimum level of satisfaction, therefore they will maintain a certain sensibility to extrinsic motivation (Maslow A., 1970). Gluxberg used in the experiment subjects,
who most likely had past the first three levels of the pyramid, therefore they were not affected by strong constraints such as lack of food or security.
If we were to superpose the two theories, that of Maslow and Gluxberg we get a more complex scenario, which would be more realistic. Individuals in the first phase will be very sensitive to extrinsic motivations, once these needs on the first level of Maslow's pyramid are met, their sensitivity will change to intrinsic motivation (this sensitivity will vary in direct proportion to the level attained in the hierarchical pyramid). But after this shift, the sensitivity for intrinsic motivation will vary depending on the complexity of tasks individuals have to perform.
A graphical representation is depicted in graph 1 and graph 2.
Also, an employee can carry out activities with a medium or high level of creativity only when his needs are located at least at the third level (or higher) on Maslow's pyramid. In the motivation process it is very important to take into account the specific work undertaken. Employees are extrinsically motivated (rewards) and for those carrying out a complex
task which requires cognitive and creative functions
it is recommended the use of intrinsic motivation, extrinsic showing multiple limitations. Gluxberg's conclusion is a bit naive and inappropriate application (for cognitive and creative activities to relate to intrinsic motivation, extrinsic ones having a negative effect), but combined with Maslow's theory, it takes on a new dimension that can have great practical utility.
STUDY CASE
To demonstrate the functionality of the above principles, we conducted a study on a company with 60 employees. We chose a company that has two divisions: automotive service (35 staff) and an auto sales (25 employees), the choice was based on the consideration that the service division performs tasks does not require much cognitive and creative functions (vehicle diagnoses being provided by a computer, other operations being described by the vehicle service manual), and the sales unit witch perform opposite task, they must be very creative in direct marketing, addressing customers so as to persuade them to opt for products distributed by the company. Another consideration on which this company was chosen is the forms of motivation applied. In table 1 these forms of motivation are enumerated.
It is worth mentioning that the company allocates similar resources for the two forms of motivation (graph 3).
Within this company a survey was conducted among all employees, trying to determine the effectiveness of various forms of motivation. Employees were applied a questionnaire which contained several questions, one section include a list of all forms of motivation applies, they were asked to tick a degree of effectiveness for etch one, from their point of view. The results of this query support Gluxberg theory, the employees from the sales department have agreed intrinsic motivation is more effective than extrinsic motivation, while those in the service department had a reverse reaction.
If we were to relate only to Gluxberg`s theory the general motivation of employees from this company should be low, due to the fact that this company applies the two forms of motivation equally. But the same survey also had a section to quantify the overall motivation of employees (graph 4).
As shown, Gluxberg`s theory is not valid in practice. The experiment studied motivation isolated from other factors. If we were to relate the conclusions derived from overlapping Gluxberg with Maslow's theory, the results are validated. The company applies the two forms of motivation (approximately equal) and obtains a relatively good motivation
(approximately 75% of employees).
As a possibility of improving employee motivation in this company, it is recommended to easily apply the two forms of motivation distinct among the two divisions (graph 5). It's hard to say which would be optimal; it must be found by repeated tests.
CONCLUSIONS
The results of a series of experiments conducted under controlled conditions are not always appropriate to be applied in practice, these experiments provide very important contributions, but they should be correlated with both existing theory and the issues identified in the companies. Gluxberg's experiments have made very important contributions on forms of motivation that should be applied in modern society. But, the solutions given by his experiments, can`t be applied in practice, they are not taking into account all the factors that act on an employee. If his conclusions are related to existing theory they become feasible, consequently, suited to the situation found in companies. Managers must take into account the situation of employees, the needs that they show (placing them on a certain level of Maslow's pyramid), but also the specific work performed by them (involving cognitive and creative activities or not). Following these findings, managers are able to identify the predominant form of motivation recommended for their company. And then through successive adjustments to identify the optimal point (these adjustments are necessary, because economic theory provides an indicative distribution, every company and every employee has certain features that are hard to take into account).
文献信息：
文献标题：EMPLOYEE MOTIVATION IN THE COMPANY. STUDY CASE（企业员工激励.案例研究）
国外作者：Cristian Valentin HAPENCIUC，Andrei-Alexandru MORO?AN
文献出处：
https://www.doczj.com/doc/4f18546398.html,/publication/227576320_EMPLOYEE_MOTIVATION 字数统计：英文2105单词，11151字符；中文3612汉字
附录2 外文文献译文
企业员工激励案例研究
摘要:
一个公司的绩效是与这个公司的资源有着直接相关的,这资源包括了资料、财务和人力资源。资料和金融资源的诊断和改进过程相对简单,然而人力资源则意味着更复杂的问题。一个企业获得绩效的首要条件是用合理的标准招聘员工，但是这个标准并不能解决人力资源问题。目前，大多数企业都有招聘合格员工的经验，但是他们中的一大部分不能完全旅行这个标准。这都是员工的积极性导致的，除此之外，充分地激励对于公司有经验的使用人才也十分重要。但是员工激励可以通过很多方式来实现，工资、奖金和福利，比如手机、汽车、促销价的产品、各种节目或者更多，它们都有不同的影响。
本文探讨了多种激励的效果，试图确定它的最佳结构。为此我们分析了一家公司，在保持物力、财力不变的同时，运用不同方法激励员工，然后分析这家公司的绩效，以此来分析每种激励方式对公司绩效的影响。这个研究结果适用于任何想提高自己公司人力资源质量的公司。
关键词：员工激励方式；人力资源；积极性；激励结构
激励理论
激励理论是行为科学中用于处理需要、动机、目标和行为四者之间关系的核
则作用于人内心活动，激发、驱动和强化人的行为。激励理论是业绩评价理论的
绩评价机制才能够促进业绩的提高。
早期的激励理论研究是对于”需要”的研究，回答了以什么为基础、或根据
的需要是有等级层次的，从最低级的需要逐级向最高级的需要发展。需要按其重
要性依次排列为：生理需要、安全需要、社会需要、尊重需要和自我实现需要。并且提出当某一级的需要获得满足以后，这种需要便中止了它的激励作用。
员工激励
员工激励是一家公司最重要也是最有用的一种激励。组织雇用员工执行某些任务时，为了使这些员工效率到达最高，需要给予这些员工一定的激励。最传统的激励就是员工的工资，但是很多时候，仅仅是工资还不够。为了使员工的生产力达到最大，很多公司还采用了很多创新的激励手段，其中包括物质上的和精神上的( Weightman, J., 2008)。
根据激励因素的观点，我们可以把激励分为两种：内在激励和外在激励。内在激励因素产生于主体内部，包括信仰、价值观和学习新东西的角度。外在激励因素产生于外部，例如工资、奖金以及良好的评价。
马斯洛的需求层次理论是在员工激励领域中一个非常重要的理论。马斯洛在工作中创造出了需求层次的理论。马斯洛把生理需求放在他金字塔的最底部：对个人来说约束他们的开销不愧为一个很完美的激励方式。但是在这些需求被个人满足了之后将会推进马斯洛的层次需要的改变。这同时也暗示了员工激励战略被改变了。在马斯洛理论的最高层上，放置着对赞扬、尊重、认可以及授权，相对而言金钱金钱造成的影响很小。
实验：
Gluxberg通过对实验得到了自己的理论，简单的来说就是，从事复杂的、高级的、需要创造力的工作的人，更多的需要通过内在激励的方式来提高他们的效率和对工作的满意度。然而那些从事着简单的、低级的、不需要创造力的工作的人，则需要更多的外在激励来提高他们的工作效率和满意度。
根据马斯洛的需求金字塔，最底下的两层是个人的基本需求（食品、衣服、安全）。只有满足了这些需求后，个体才会有更高的需求。为了满足个体这两层最基本的需求（生理和安全），个体需要的是更多的外在激励。直到这最基本的两种需求被满足后，个体才会去追求更高层次的需求。直到个体达到了更高层次的需求的时候，他们才会展现出更多对于内在激励的渴望。值得一提的是，在第二个阶段，他们的前两种需求必须被保持在一个最佳水平上，所以他们还是有获得外在激励的需求。Gluxberg用于实验的对象，很有可能已经达到了金字塔的
前三层，所以他们不会受缺乏食物和安全的制约。
如果我们把马斯洛和Gluxberg的理论进行叠加的两个理论，我们得到了一个更复杂的情况，但这将是更现实的。在第一阶段的个人对外在激励非常敏感，一旦这些在马斯洛的金字塔第一阶段的需求被满足，他们就会转而对内在激励更为敏感（这种敏感性将不同成正比的水平层次金字塔获得）。但这种转变后，内在激励的敏感性会有所不同，这取决于个人必须执行的任务的复杂性。如图1和图2所示
图1
图2
此外，只有当员工的需求至少在马斯洛的金字塔的第三个层次（或更高）的时候，他们才会进行具有中等或高水平创造力的活动。在激励的过程中，考虑具
体的工作的操作是非常重要的。员工在进行一些需要创造力的复杂的工作的时候，外在激励是很必要的，仅仅是外在激励是不够的。Gluxberg的结论是有点幼稚和不实用（需要认知和创造性的活动，涉及到内在激励，外在激励具有一定的负面影响），但结合马斯洛的理论，它就能到达一个新的层面，具有很大的实用价值。
案例分析
我们在一家有六十个员工的公司做了一个调查。这家公司有两个部分：汽车服务（35名工作人员）和自动销售（25名员工），这样选择的依据是执行任务的服务部不需要很多的认知和创造性(汽车诊断是否被提供,都是由电脑控制和规定的)。但是销售的工作却与此相反，他们在直接销售上必须有很大的创造力，说服顾客选择自己公司的产品。这家公司被选上的另一个考虑是激励的形式应用。表1中列举的这些形式的激励。
值得一提的是该公司对两种激励方式的应用情况如图3所示
图三
我们对这个公司在全体员工进行了调查,试图确定不同形式的激励的有效性。员工们被要求做了一个问卷调查，这个问卷包含了几个问题，其中一部分列出所有形式的激励应用，员工们被要求用自己的观点标记出每个激励方式的激励效果程度。
调查的结果完全符合Gluxberg理论，从事销售的员工认为内在激励更为有效，而从事服务的员工则认为外在激励效果更好。
如果我们只涉及Gluxberg的理论，那这家公司的员工从这家公司获得的普通激励是低的，但是事实上，这家公司对于两种激励形式的应用几乎是等量的。
在同一个调查中，还有一个部分定量调查了员工整体的积极性
图4
如图所示，Gluxberg的理论在实际应用中并不是完全有效的，这个研究激励的实验并没有把许多别的方面的因素考虑进去。如果我们把马斯洛的理论和Gluxberg的理论结合起来，再与我们的调查结果联系起来，那样得到的结果就变的非常有用。该公司应用了两种形式激
励（几乎是相等的），得到了很好的激励效果（大约75％的员工）。
为了提高这家公司员工的积极性，我们建议这家公司合理的应用两种激励方式，根据实际情况来分配两种激励方式的比重，而不是一味的平均主义。但是怎样的激励结构才是最佳的也很难判断，必须在不断的实践过程中，找到最佳的激励结构。
总结：
在一系列受控条件下进行的实验得出的结果，并不总是适合在实践中进行应用的,但这些实验的确做出了非常重要的贡献,公司应该将这些理论和公司的实际情况联系起来。Gluxberg的激励形式理论值得公司应用。但是，他实验中的方法就没有那么大的实用性了，因为他没有考虑到作用于员工身上的所有因素。管理者必须得了解员工的需求情况（把他们的需求在马斯洛的金字塔中找到相应的位置），还有他们的具体工作情况（是否是需要创造性的工作）。根据这些发现，管理者就能找到适用于他们公司的最主要的激励方式。并且通过连续不断地调整来找到最佳的方向（这些调整是必须的，因为经济理论仅仅只是象征性的，这些理论很难把每家公司的具体情况和每个员工的特质考虑进去）。
文献信息：
文献标题：企业员工激励案例研究
国外作者：Cristian Valentin HAPENCIUC，Andrei-Alexandru MORO?AN 文献网址：
https://www.doczj.com/doc/4f18546398.html,/publication/227576320_EMPLOYEE_MOTIVATION 字数统计：英文2105单词，11151字符；中文3612汉字