Motivating Language: Exploring Theory with Scale Development

Mayfield, Jacqueline; Mayfield, Milton; Kopf, Jerry

doi:10.1177/002194369503200402

Cited by 107 publications

(164 citation statements)

References 30 publications

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“…Liderlerin örgütün hedefleri doğrultusunda çalışanları etkilemek ve yönlendirmek için güdüleyici dil kullandıkları bildirilmektedir. Liderlerin günlük etkileşimlerinde kullandıkları dilin çalışanların davranışlarında ölçü-lebilir değişikliklere yol açabileceği çalışmalarda gözlemlenmektedir (Mayfield & Mayfield 1995). Sullivan (1988) güdüleyici dilin üç fonksiyonuyla çalışanların davranışlarında değişiklik oluşturduğunu ifade etmektedir.…”

Section: Güdüleyici Dil Ve İç Girişimcilik İlişkisiunclassified

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Güdüleyici Dil ve İç Girişimcilik Arasında İşgören Sesliliğinin Aracı Rolü

Salur¹,

Yener²

2017

MJH

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Öz: Günümüzde rekabet avantajı elde etmek isteyen işletmeler giderek daha yoğun bir şekilde insan kaynaklarının verimli ve etkin kullanımı için çalışmaktadır. İşletmeler sürdürülebilirliklerinin yenilik ve yaratıcılıktan geçtiğine daha fazla inanmaktadırlar. Çalışan psikolojisini anlama gayretinde liderlik kuramlarının her geçen yeni bir boyutu çalışmalara konu olmaktadır. Örgütü tüm boyutlarıyla güçlendirme araçlarından bir tanesi olarak liderlerin kullandığı güdüleyici dil görülmektedir. Güdüleyici dil yoluyla oluşan destekleyici örgütsel ortamda çalışanların herhangi bir önyargı veya tepkiye maruz kalmadan verimlilik ve etkinliği artıracak öneri ve tekliflerini sunacakları düşünülmektedir. Bu bağlamda liderlerin kullanmış olduğu güdüleyici dilin çalışanların iç girişimciliklerine olan etkisinde işgören sesliliğinin aracı rolü irdelenmiştir. Çalışmanın örneklemini Sinop"ta faaliyet gösteren yerel bir tekstil üretim fabrikasının çalışanları oluşturmaktadır. SPSS 21 ve Hayes Macro 2.15 ile yapılan istatistiki analizlere göre işören sesliliğinin güdüleyici dil ve iç girişimcilik arasında aracı rolü gözlemlenmiştir. Anahtar sözcükler: Güdüleyici Dil, İç Girişimcilik, İşgören SesliliğiAbstract: Today organizations are trying intensively to use their resources in an efficient and productive way in order to gain competitive advantage. They believe that their sustainability is a result of innovation and creativity. Different dimensions of leadership theories are the subject of different research studies of employee psychology. The leader"s motivational language is seen as one of the tools in the business empowering process. Employees are allowed to speak without fear of interpersonal reaction and pressure, in the motivational dialogue process, in order to increase both efficiency and productivity. Within this context the effect of the leader"s motivational language concerning entrepreneurship and the mediating effect of the employee voice is questioned. The employees of a local factory manufacturing textiles formed the research sample. The mediating effect of the employee voice was studied using this research data with the results obtained through statistical analysis, which was completed by means of SPSS 21 and Hayes Macro 2.15.

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Section: Güdüleyici Dil Ve İç Girişimcilik İlişkisiunclassified

“…Güdüleyici dil lider ve üyenin arasındaki iletişim dilinin geliştirilmiş bir önerisidir (Sullivan 1986;Mayfield et al 1995). Güdüleyici dil kullanımını liderlerin yönetim sürecinde çok önemli üç araçla gerçekleştirdiği ifade edilir.…”

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Güdüleyici Dil ve İç Girişimcilik Arasında İşgören Sesliliğinin Aracı Rolü

Salur¹,

Yener²

2017

MJH

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“…Ingroup members report being about 50% more satisfied than out-group members (Mayfield, & Mayfield, 1995). To date, the reasons behind this vast difference remain largely unexplored.…”

Section: Lmx Outcomesmentioning

confidence: 99%

Increasing Worker Outcomes by Improving Leader Follower Relations

Mayfield

1998

Journal of Leadership Studies

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About the Authors: Drs. Jackie and Milton Mayfield are currently assistant professors of management at Texas A&M International University. They have done extensive research and consulting in the areas of leadership development, organizational communication, and health care management. The authors are also currently working on a new systems approach to organizational development. For further information, the authors can be contacted at College of Business, Texas A&M International University, 5201 University Boulevard, Laredo, TX 78041-1999, jmayfield@tamiu.edu, or (956) 326-2533. Executive SummaryAn understanding of leader-member exchange (LMX) theory gives leaders a powerful tool for increasing a wide range of worker outcomes. Leaders using this theory can maximize superior-subordinate relationships. These improved work relationships can lead to enhanced worker performance of over 20%, and worker job satisfaction improvements of over 50%. Strengthening LMX relationships is largely a matter of understanding the LMX process and increasing relevant leader-worker communications. This paper provides an overview of LMX theory and gives guidelines for developing high quality LMX relationships.

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“…While there are myriad theories of motivation, Sullivan's (1988; Mayfield, Mayfield, & Kopf, 1995) motivational language theory is the only theory that explicitly addresses motivational communication processes. The paucity of theorizing around the communicative aspects of motivation is surprising given that the process of managers attempting to motivate subordinates is largely a process of symbolically interacting with subordinates.…”

Section: Research and Theory On Motivational Communicationmentioning

confidence: 99%

“…However, motivational communication should at most be considered one dimension of leadership behavior (Rost, 1991). Furthermore, leadership theories are notoriously general in their treatment of communication, paying little attention to language or other specific features of interaction and instead focusing on broad categories of behavior such as directing and supporting (Fairhurst, in press;Mayfield et al, 1995;Zorn & Leichty, 1991). Still, certain leadership theories will no doubt be useful for understanding some aspects of motivational communication.…”

Section: Research and Theory On Motivational Communicationmentioning

confidence: 99%

The Use of Communication to Motivate College Sales Teams

Zorn¹,

Ruccio²

1998

Journal of Business Communication

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This study explored how sales managers and sales people construct and perform motivational communication. Sullivan's (1988) Motivational Language Theory (MLT) was used as a starting point. This theory is critiqued and reinterpreted within a framework emphasizing multiple communication goals and multiple levels of communication competence. Participants included 24 sales managers and sales representatives from University Directories, a major publishing company of campus telephone directories. A thematic analysis was conducted on interview notes and transcripts, from which three major and four minor themes emerged. The experiences of three sales teams are explored to contextualize the themes, to illustrate deficiencies in MLT, and to highlight the potential of the alternative theoretical framework for explaining motivational communication. Findings demonstrate that motivational communication acts often address multiple communication goals and are open to multiple interpretations. Motivational communication considered competent by employees typically addresses multiple goals (instrumental, identity, and relational) by strategies of integration or separation and fits employees' beliefs about what constitutes competent communication. Managers therefore must pay attention to the multiple implications and interpretations of their motivational attempts and must adapt their communication strategically to employees' beliefs and values.

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Motivating Language: Exploring Theory with Scale Development

Cited by 107 publications

References 30 publications

Güdüleyici Dil ve İç Girişimcilik Arasında İşgören Sesliliğinin Aracı Rolü

Güdüleyici Dil ve İç Girişimcilik Arasında İşgören Sesliliğinin Aracı Rolü

Increasing Worker Outcomes by Improving Leader Follower Relations

The Use of Communication to Motivate College Sales Teams

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