Dedication & Acknowledgments .........................	5
Author’s Preface ....................................................	7
Introduction ......................................................... There is a tendency for introductions to be “filler,” but this is vital orientation for understanding the rest of the book—read it first!	13
Chapter 1: Conceptual Motivation .................... Information, facts and “reality” motivate people with strong Conceptual motivators.	26
Chapter 2: Aesthetic Motivation ........................ Visual and sensory awareness of their environment motivates people with strong Aesthetic motivators.	32
Chapter 3: Economic Motivation ...................... Financial gain and return on investment motivate people with strong Economic motivators.	39
Chapter 4: Power & Authority Motivation ....... Control and dominance motivate people with strong Power & Authority motivators.	46
Chapter 5: Social Motivation ............................. Concern for opportunity and justice motivates people with strong Social motivators.	54
Chapter 6: Doctrine Motivation ........................ Strong belief in tradition and customs motivates people with strong Doctrine motivators.	61
Chapter 6: Doctrine Motivation ........................ Strong belief in tradition and customs motivates people with strong Doctrine motivators.	61
Appendix ............................................................... A variety of short articles and insights to help you become more effective in applying this information, reprinted from Dr. Wolfe’s management newsletter, The Perfect Labor Storm: The High Cost of Employee Turnover Attitude Virus Hacks Human Capital Causes of Workplace Conflict Motivating the Wrong People is a Waste of Time	77
What’s Your Next Step? ....................................... Dr. Wolfe offers a variety of tools that can assist you in understanding competencies, behavioral and motivational styles.	92
Additional Resources .......................................... Dr. Wolfe’s CriteriaOne® assessments are unique among all of the selection tools available to businesses today. Find out how CriteriaOne® will help you do your job.	94
About the Author .................................................	96