Mars Model
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The ultimate goal of todays company is to have win-win situation for both the company and associate. Companies are striving hard to answer many questions in the race to profits and success from positive employee behaviour in the workplace. There are a lot differences between a happy satisfied employee and a disgruntled unmotivated employee? Is it how much the employee gets paid or the amount of time they spend on the job? Is it about the position of the employee or about their successful performance? How well the employee knows the role they play in their organization? How well the manager has provided and provided the training and the required tools to be successful to their employees? There is a model of individual behaviour that answers these questions quite well. The MARS model of Individual Behaviour.
MARS model is a model which describes the individual behaviour as a result of internal and external factors or the influences acting together. MARS model is the acronym of the four major factors which have an effect on employee performance Motivation, Abilities, Role perception and Situational factors. Individual values, personality, perception, attitudes and stress form a basis on which the factors interact.
1) Motivation According to the given situation, the Pacific Northwestern US region of the company has comparatively generated 20% fewer sales. Assuming that these sales representatives are less motivated than their counterparts, the sales manager needs to check the motivational levels of his employees.Based on his review if he finds out that his employees lack in motivation, and then accordingly he needs to bring about a change in his motivational strategies.