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1、ADVERTISEMENTNitinNohria(nnohria@hbs.edu)istheRichardP.ChapmanProfessorofBusinessAdministration,andBorisGroysberg(bgroysberg@hbs.edu)isanassociateprofessor,atHarvardBusinessSchoolinBoston.Linda-ElingLee(llee@hbs.edu)isaresearchdirectorattheCenterforResearchonCorporate
2、PerformanceinCambridge,Massachusetts.FEATUREEmployeeMotivation:APowerfulNewModelbyNitinNohria,BorisGroysberg,andLinda-ElingLeeGettingpeopletodotheirbestwork,evenintryingcircumstances,isoneofmanagers’mostenduringandslipperychallenges.Indeed,decipheringwhatmotivatesusas
3、humanbeingsisacenturies-oldpuzzle.Someofhistory’smostinfluentialthinkersabouthumanbehavior—amongthemAristotle,AdamSmith,SigmundFreud,andAbrahamMaslow—havestruggledtounderstanditsnuancesandhavetaughtusatremendousamountaboutwhypeopledothethingstheydo.Suchluminaries,howe
4、ver,didn’thavetheadvantageofknowledgegleanedfrommodernbrainscience.Theirtheorieswerebasedoncarefulandeducatedinvestigation,tobesure,butalsoexclusivelyondirectobservation.Imaginetryingtoinferhowacarworksbyexaminingitsmovements(starting,stopping,accelerating,turning)wit
5、houtbeingabletotakeaparttheengine.Fortunately,newcross-disciplinaryresearchinfieldslikeneuroscience,biology,andevolutionarypsychologyhasallowedustopeekunderthehood,sotospeak—tolearnmoreaboutthehumanbrain.Oursynthesisoftheresearchsuggeststhatpeopleareguidedbyfourbasice
6、motionalneeds,ordrives,thataretheproductofourcommonevolutionaryheritage.AssetoutbyPaulR.LawrenceandNitinNohriaintheir2002bookDriven:HowHumanNatureShapesOurChoices,theyarethedrivestoacquire(obtainscarcegoods,includingintangiblessuchassocialstatus);bond(formconnectionsw
7、ithindividualsandgroups);comprehend(satisfyourcuriosityandmastertheworldaroundus);anddefend(protectagainstexternalthreatsandpromotejustice).Thesedrivesunderlieeverythingwedo.Managersattemptingtoboostmotivationshouldtakenote.It’shardtoarguewiththeacceptedwisdom—backedb
8、yempiricalevidence—thatamotivatedworkforcemeansbettercorporateperformance.Butwhatactions,precisely,canmanagerstaketosatisfyt
