TIẾNG ANH TRONG

KINH DOANH QUỐC TẾ

Chapter 3: WORK AND MOTIVATION

Lecturer-in-charge: BUI DO CONG THANH

Learning objectives

• Upon the completion of Chapter 3, students will be able to:

1/ identify and analyze factors that affect work motivation
2/ provide useful information about the company’s offer
regarding social welfare, working conditions, salary and so on.
3/ discuss and solve issues related to social welfare, working
conditions, salary and so on
LEAD IN: WHAT MOTIVATES YOU TO WORK?
LEAD-IN

• Look at the list of factors that affect work motivation and add your
own ideas.
1/ money: basic salary, bonus, commission, allowance, annual
increment
2/ company package: training, long holidays, longer leave, TOIL (Time
off in lieu)
3/ work environment: friendly, supportive, fun, stimulating, rewarding
4/ work relations: good relationship with colleagues and superiors
5/ company culture: no fat cats, working hours, overtime work
6/ personal factors: taking pride in your product/ service or brand
7/ …
MOTIVATION: THEORY X AND THEORY Y proposed by Douglas McGregor

THEORY
• A pessimistic approach to workers and working which assumes
that people are lazy and will avoid work and responsibility if
they can
• Therefore, they have to be closely supervised and told what to

X do.
• They have to be both threatened, for example with losing
their job, and rewarded with incentives

• assumes that most people have a psychological need to

THEORY work, and given the right conditions - job security, financial
rewards
• more applicable to skilled professionals such as managers,

Y specialists, programmers, scientists, engineers according to

Peter Drucker
MASLOW’S HIERARCHY OF NEEDS
MASLOW’S HIERARCHY OF NEEDS

• PHYSIOLOGICAL NEEDS: requirements for survival (food,

water, clothing and shelter) which people try to satisfy first.
Workers expect to be well-paid to support their living.
• SAFTETY NEEDS: includes security and freedom from
physical and emotional pain and suffering. Insurance, safe
working conditions and job security are all workers expect in a
workplace.
• SOCIAL NEEDS: requirements for love, affection and a sense
of belonging. New employees are able to integrate
themselves into the work environment and become socially
accepted (They are loves by their colleagues and employer).
 MASLOW’S HIERARCHY OF NEEDS

• ESTEEM NEEDS: requirements for respect and

recognition from others as well as self-esteem.
Workers expect to be valued or appreciated for their
contributions by their colleagues and employer.
• SELF-ACTUALIZATION NEEDS: referring to people’s
desire to grow and become all they are capable of
becoming. Hardly any employees reach this level of
hierarchy, but it can be motivating to try. Offering a
training opportunity can be considered a prime
example of this kind of need.
CASE STUDIES

CASE STUDY 1
Alison has been working for AC Datacom for two years. She has an
excellent CV and worked hard for the first 18 months. However, you have
noticed that recently she hasn't been as focused or motivated. You are
concerned that she might be head hunted or simply quit. You talked this over
in her appraisal last month but she didn't say much.
What options do you have? Think of some more options and discuss the
pros and cons.
• offer her a rise in salary • move her to another section
• offer her more training • ….
CASE STUDIES

CASE STUDY 2
Your sales team of 10 people have been working together for five years.
However, their results have been getting worse over the last six months and
you have to cut the team down to eight. There are no clear candidates for
who should go. What is the best way to do this?
What options do you have? Explain the reasons.
• talk to the whole team and explain the situation
• not say anything and inform the two people by letter
•…
CASE STUDIES

CASE STUDY 3
Your team has just come to the end of a long but successful marketing
campaign. Everyone is exhausted. You have another big project coming up
in a few weeks' time.
What is best for your ream in the meantime?
• a compulsory holiday • a karaoke night
• a team-building course • a team weekend away
• a fun event, for example, paintball •…