The 6 Motivators: Assessment Series Part 4
Previously you learned about the DISC styles and assessments that break down specific behaviors through a quadrant method. If you haven’t read this yet click the link above. Also download a free sample assessment to follow along here.
Behaviors tell one story, but to better understand the rest of the story it’s important to look at people’s motivations as well. The system and assessments we use breaks the motivators into 6 categories;
The 6 Motivators
1. Theoretical – Accumulating knowledge, facts and research
2. Utilitarian - Utilizing resources to gain maximum return on all investments
3. Aesthetic - Self-actualization through experiencing variety, beauty, harmony and balance
4. Social - Helping people and eliminating hatred, conflict, and injustices
5. Individualistic - Gaining Power, advancing position and leading others
6. Traditional - Following a system for living that provides the basis for all decisions
When we combine a person’s assessment with their motivation style it tells a much more complete story. The true value you receive is knowing how you can reach your goals and ultimate potential in a way that you will enjoy the journey.
Now let’s take a closer look at each of the motivators. Pay attention to which style fits you best.
Theoretical – General Characteristics
Goal: To discover truth and knowledge
Focus on: Discovery of truth and knowledge, solving a problem, hard, cold facts and research.
Basic Motivation: I will use my cognitive ability to understand, discover, and systemize the truth.
Value to the Team: Solving problems, objectivity in all areas, identifying, differentiating, generalizing, systemizing. Pursuit of knowledge, identifying truth and untruth. Knowledge for sake of knowing.
People Reading Process: Non-fiction books, continuing education, research on internet or other, displays expertise to others, challenging of knowledge, moves to a new learning area after current one has been mastered.
Tendency Under Stress: Pursuit of knowledge is so primary that practical matters are neglected or ignored (home, family, children, money). Discovery of truth may be placed higher than personal safety. Inability to know, learn or discover. Emotional, subjective experience with no rational justification.
Utilitarian – General Characteristics
Goal: To discover utility and what is useful or practical
Focus on: Return on an investment of time, energy or money
Basic Motivation: Every investment I make will have a greater return in time and resources
Value to the Team: Practicality in all areas of life. Utilizing resources to accomplish results. Gaining a measurable return on all investments. Creative application of resources. Producing goods, materials, services, and marketing them for economic gain. Capitalism.
People Reading Process: Often people in Sales function. Often Entrepreneurs. Gets work done through others. Efficient/Practical. Eliminates waste and excess. Nets things out, gets to the bottom line. Bonuses and incentives.
Tendency Under Stress: Workaholic. Self-preservation; little or no concern for others. Wasted resources, time materials and/or services. Investments with inadequate or no return.
Aesthetic – General Characteristics
Goal: To discover experience, impression & expressions.
Focus on: Subjective experience of self and others; feelings
Basic Motivation: I will experience the environment around me and allow it to mold me into all I can be.
Value to the Team: Appreciation of all impressions. Non-linear; lateral thinker. Subjective experience. Understanding feelings of self and others. Holistic view, big picture. Creative expression. Desire to create; sense areas of pain and make corrections.
People Reading Process: Perceptive/Intuitive/Creative. Innovative, Subjective, Sees big picture, Non-conformist, Attends seminars that allow for personal growth.
Tendency Under Stress: Functioning outside of reality. Objective truth. Difficulty functioning effectively in chaotic environment.
Social – General Characteristics
Goal: To eliminate hatred and conflict
Focus on: How your ideas and actions will benefit others.
Basic Motivation: I will invest myself, time and resources in helping others to achieve their potential.
Value to the Team: Investing self in others. Selflessness. Generosity of time, talents and resources. Seeing and developing potential in others. Champion of worthy causes.
People Reading Process: Empathetic/Concerned. Patient. Selfless. Counseling. Champion of causes. Never says “no”. People-oriented rather than profit-oriented environment. Part of a mission or a cause.
Tendency Under Stress: Primary focus on others may be injurious to self. Over-zealousness for a cause may lead to harmful behavior to self and others. Individualism. Decisions or actions which are insensitive to people.
Individualistic – General Characteristics
Goal: To assert self and have his/her causes be victorious.
Focus on: How presentation will increase power. Advancement of person’s position or company’s position.
Basic Motivation: I will achieve the highest position and wield the greatest power or influence.
Value to the Team: Leading others. Achieving position. Advancing position. Attaining and using power to accomplish purpose. Planning and carrying out a winning strategy. Tactics and positioning.
People Reading Process: Desire to lead and be seen as the leader. Material possessions equal to or greater than authority (desk, office). Public recognition and rewards. Key alliances in the community and corporate world that assist in position advancement.
Tendency Under Stress: Position of self may be more important than others. Absolute power corrupts absolutely. Actual or perceived threatening, diminishing or loss of power or position. Inability to advance, lack of opportunity for individual advancement.
Traditional – General Characteristics
Goal: To search for a system for living.
Focus on: The structure and meaning of life. Using a structure to move toward the ideal, the “right way”
Basic Motivation: I will follow the system I believe in and apply it to making my decisions in life.
Value to the Team: Dedicated to “the system”. Predictable and consistent in making value judgments. Works by the book, upholds and honors traditions. Supports a chain of command. Holds others to their own high standards.
People Reading Process: Predictable, Firm/Decisive, Dutiful/Loyal, Guided by personal integrity and solid belief structure. Involved in worthy causes that support their beliefs.
Tendency Under Stress: Closed-minded when presented with evidence that conflicts with their beliefs. Hangs on to tradition too long (the way things have always been done). “You’re either with me or against me.” Willing to sacrifice everything for personal principles. May break the law following their own “book of rules.” Strongly opposes others’ beliefs, if they are different from own.
Applying Motivator Assessments and Styles to Yourself
As you read through the 6 motivation styles you probably thought some applied better to you than others, or maybe you saw these in your co workers, spouse or kids. Every day we use assessments and work with teams of professionals that differ widely in these motivations.
It’s really interesting to see where a team’s motivations are and then share how they can use these tools to reach their goals more efficiently. Likewise, these assessments allow you to compare your styles with your own family, coworkers and friends to see why such and such conflict arises and better resolve differences.
Now that you’ve had a crash course in DISC and Motivators, I can share some examples from my personal assessment and how Balanced WorkLife Company applied it in my life.
Also, download a free motivation assessment here.
Up Next, Part 5: How Balanced WorkLife Knew I Wasn’t In the Right Job.
What motivation style best describes you? Please share in the comments below.
i agree with you, i do coaching on a small scale, maybe in the future i might be able to make the scale bigger
very good point, thank you for the post