The relation between managerial profiles of behavior and performance in results-oriented motivational strategies: a study in the banking environment
Abstract
This paper identifies the relations between management styles – here called managerial mobilization profiles – and work performance in a business environment characterized by motivational strategies oriented towards the attainment of goals through procedures such as variable payment and performance-based bonuses, benefits and promotions. The managerial mobilization profiles were identified through self-assessments and the use of a Brazilian approach specifically developed for this purpose (the M.A.R.E. Diagnosis of Motivational Orientations), which was applied to a sample of 119 managers of a large commercial bank in Brazil. The data on the performance records of these managers were then compared to their managerial mobilization profiles seeking for a statistical association. The results showed that all seven profiles of managerial mobilization exhibit significant differences in terms of achieving the previously established organizational goals. Managers with the Conqueror profile have a higher productivity and managers with Specialist and Collaborator profiles have a lower productivity when compared to managers with other profiles.
Key words: motivation, managerial style, performance.
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