Management of external motivation of industrial enterprises workers

Roman M. Lepa, Ganna A. Dorofieieva


In modern conditions the issue of creation an effective system of staff motivation on industrial enterprises based on the principles of identifying personal interest of the employee in qualitative investment of their work is actual. The idea of forming such a system of staff motivation management lies on the principles of a reflective approach for managing personnel‟s organizational behaviour. The purpose of the article is to examine the management mechanism of external motivation at industrial enterprises. In the first part of the article the main categories of the research are identified: the specification of the concept of "external motivation" is given as motivation that gives reasons for performing a good job due to the factors unrelated to the subject of labour; the factors that may contribute to the initiation of new requirements are selected; the mechanism of management of external motivation is presented. In order to implement this idea in the second part of the article scientific and methodical approach to the management of external motivation is proposed. Three areas of external incentives for employees are identified: immediate satisfaction of motives, replacing current motivation of staff on the substitute motives, and development of new higher-level needs of the imprinting of new motifs. The practical tools in the form of criteria, principles and optimization models of interaction of employees with agents of influence are developed.


external motivation; mechanism of management of external motivation; staff; requirements; industrial enterprise; organizational behaviour; scientific-methodical approach; practical tools; optimization models; criteria; agents of influence

Full Text:



Herzberg, F., Mosner, B. & Bloch Sniderman, B. Motivation for work. Moscow, Vershyna, 2007 [in Russian].

Zdravomyslov, A. G. (1986) Needs. Interests. Values. Moscow, Politizdat, 1986 [in Russian].

Kaverin, S. B. (1987). On the psychological classification of needs. Voprosy psikhologii, 5, 121-129 [in Russian].

Leontyev, A. N. (1971). Needs, motives and emotions. Moscow, Publishing house of Moscow University [in Russian].

Lepa, R. N. (2012). Models of reflexive management in economics. Donetsk, Institute of Industrial Economics NAS Ukraine [in Russian].

Maslow, A. G. (1999). Motivation and Personality. Saint-Petersburg, Evraziia [in Russian].

Melnik, L. V. & Madykh, A. A. (2012). Analysis of needs as the basis for motivated human activity. Rozvytok ekonomichnykh metodiv upravlinnia natsionalnoiu ekonomikoiu ta ekonomikoiu pidpryemstva, 13(255), 215-225 [in Russian].

Goncharov, V. N. (Ed.) (2006). Psychological basis of material incentives for work. Donetsk, SPD Kupriyanov V. S. [in Russian].

Sergeev, A. M. (2006). Organizational behavior: For those who chose the managerial profession (2nd ed.). Moscow, Akademiya [in Russian].

Khromchenko, A. L. (2007). To the question of developing the classification of needs in the Russian scientific tradition. Obshchestvennye nauki i sovremennost, 4, 143-150 [in Russian].

Shapiro, S. A. (2008). Motivation and incentives for staff. Moscow, GrossMedia [in Russian].

Lefevr, V. A. (2003). Reflection. Moscow, Koginto-Tsentr [in Russian].

Simon, J. A. Theory Adoption decisions in эkonomycheskoy theory and science of behavior. Retrieved from

Simon, J. & March, H. (1958). Cognitive Limits on Rationality. N.Y.: McGrow-Hill.



  • There are currently no refbacks.