Motivation and Personality
(Abraham Maslow)

Why Read It?

Maslow introduced the concept of a hierarchy of needs which has formed an integral part of marketing, human resource, motivational, and management literature ever since. The book makes an important contribution to the emergence of human relations as a professional discipline.

Getting Started

There is an ascending scale of needs that provides the basis for motivation. Basic physiological needs come first; once these are met, other needs dominate. At the top of the scale is self-actualization, where individuals achieve their personal potential. Also high up are social or love needs, and ego or self-esteem needs.

The hierarchy of needs provides a rational framework for motivation, and human nature determines that motivation is intrinsically linked to rewards. First presented over 65 years agao, it is a concept still found useful by managers today.