162 People management processes Introduction Motivation is the force that energizes, directs and sustains behaviour. High performance is achieved by well-motivated people who are prepared to ex- ercise discretionary effort. Even in fairly basic roles, Hunter et al (1990) found through their research that the difference in value-added discretion- ary performance between `superior' and `standard' performers was 19 per cent. For highly complex jobs it was 48 per cent. The meaning of motivation A motive is a reason for doing something. Motivation is concerned with the strength and direction of behaviour and the factors that influence people to behave in certain ways. The term `motivation' can refer variously to the goals individuals have, the ways in which individuals choose their goals and the ways in which others try to change their behaviour. Types of motivation