motivational analysis of organizations

MOTIVATIONAL ANALYSIS OF ORGANIZATIONS—
CLIMATE (MAO-C) MATRIX SHEET
Instructions: Organizations (and units, branches, divisions, or departments within
organizations) tend to be perceived as driven by one or more of six specific motives.
The scoring key will show you which motives are indicated by your responses on the
MAO-C and, therefore, which motives you perceive as driving your organization or
unit; then completing this matrix sheet will help you arrive at a profile of the general
motivational climate of your organization or unit as you perceive it. For example, for the
first category or dimension of organizational climate, Orientation, if you ranked item a
as 4, you would look at the scoring key and learn that a indicates the dependency
motive; then you would refer to this matrix sheet and find the horizontal row that
corresponds to Orientation, locate the heading “Dependency,” and write the number 4
under that heading in the Orientation row. Follow this process until you have transferred
all six of your rankings for each of the twelve categories covered in the MAO-C.
Add the numbers in each vertical column of this matrix and write the totals in the
blanks provided; each of these totals is your score for that particular motive. Then refer
to the conversion table, locate your total for each motive, and write the corresponding
MAO-C index number in the blank provided on this matrix sheet.
Next, for each horizontal row on the matrix, which represents a dimension of
organizational climate, write the dominant motive (the one with the highest number in
the row) and the backup motive (the one with the next-highest number) in the blanks
provided (see the two vertical columns on the extreme right of the matrix). The
dominant and backup columns are helpful in diagnosing and in planning action to
improve the motivational climate of the organization or unit. Finally, determine which
motives appear most often in the dominant and backup columns and write these motives
in the blanks provided for overall dominant motive and overall backup motive.
The Pfeiffer Library Volume 19, 2nd Edition. Copyright © 1998 Jossey-Bass/Pfeiffer ❚❘ 133