The Economics of Motivation and Organization
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The Economics of Motivation and Organization

An Introduction

Peter-J. Jost

In this unique book, Peter-J. Jost provides a comprehensive economic-psychological approach for successfully managing employees. Based on the analysis of the employee’s individual work behavior, he illustrates that instead of treating employees as input elements of production, and managing and controlling their work, organizations need to motivate their employees to act in the interest of the firm and in accordance with its goals.
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Chapter 3: Judgment of the Work Situation

An Introduction

Peter-J. Jost


Pooh was sitting in his house one day, counting his pots of honey, when there came a knock on the door. ìFourteen,î said Pooh. ìCome in. Fourteen. Or was it fifteen? Bother. Thatís muddled me.î ìHallo, Pooh,î said Rabbit. ìHallo, Rabbit. Fourteen, wasnít it?î ìWhat was?î ìMy pots of honey what I was counting.î ìFourteen, Thatís right.î ìAre you sure?î ìNo,î said Rabbit. ìDoes it matter?î ìI just like to know,î said Pooh humbly. ìSo as I can say to myself: ëIíve got fourteen pots of honey left.í Or fifteen, as the case may be. Itís sort of comforting.î ìWell, letís call it sixteen,î said Rabbit. (Milne, 1928) The situational and personal factors presented in the previous chapter constitute the basic elements of our economic-psychological decision model. They define the general scope within which the employee decides for a particular behavior. We have, though, not described yet how the employee will act in a specific work situation. Based on the individual basic elements of our decision model, we want to explicate the individual work behavior of an employee in the two following chapters. The aim of our explanations is to illustrate the interdependencies between the characteristics of a person and those of the situation and to establish a functional relationship to the employeeís work motivation. This enables us to draw conclusions about the behavior of the employee based on his personal factors and the general conditions of the work situation.

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