Many people, managers, and academics believe that money is the prime motivator. But motivating people is a complex business with multiple environmental influences. We, in 21st Century European society, are not in a harsh environment. The old and recently developed countries provide their citizens with physical security, allowing the development of higher self-actualising needs. We have the security to play piano as a hobby and not worry about tomorrow’s basic life needs. This article looks at money as reward for work done in a developed country environment. This encompasses everyone from football stars to the unpaid volunteer at the local hospice. Money means different things to different people. Our surveys indicate that hirers and firers regard pay as the most important factor in recruiting and retaining staff. This is despite the fact that 60% of job leavers want to get away from their boss and are happy with their job!

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Sometimes, when I explain what Motivation Matters does, the response is sharp and to the point – just hire motivated people surely! If life comprised things that were immutable and constant, how easy it would be. People do not think or sense in absolutes. I have difficulty judging distance, but I know if the dog is nearer to me than the lamppost. Our motivation, our innate willingness, our response to the management and work context, is also relative, not absolute.

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