McClelland, in his Human Motivation gave the following definition of motive: “A recurrent concern for a goal state, or condition, appearing in fantasy, which drives, directs and selects behavior of the individuals".

Our experience allows us to be convinced that motivation:

1. follows the subconscious and is different from individual to individual;

2.  can enhance considerably the productivity of the human recourses, nowadays the most important competitive factor;

3. is a process which requires time to develop;

4. is a special subjects, which has several parallels with that of medicine.

That is why we choose to define with medical terms the eight phases of our motivational campaigns:

1) Anamnesis: or "the pulse": Research of the company's evolution and its market , analysis of the attitudes, the aptitudes and the expectations of the group that will participate in the programme, and "feeling the pulse" of the groups co-operating and competing, leads to a focus on We must focus on precise goals

2) Hypothesis, or "the technical structure": Through the second phase we look for possible solutions to our problem and we draw up a preliminary plan for the future campaign

3) Diagnosis, or " the congruence": The hypothesis previously elaborated is being scrutinised in order to verify its congruence or perceive incompatibilities between the project, the company style, the group culture and the other actions undertaken by the company

4) Prognosis, or "the planning": At this point we are able to draw up the incentive campaign's executive plan, to define its critical track and the calendar of promotional messages

5) Operation, or "the kick-off": The best way to present an incentive program consists in gathering together the participants, and motivate them toward action through a sure mix of global communication techniques and pushes to emulation

6) Therapy, or "the action": During this period, that may last several months, we draw up a string of some messages in order to inform all the participants of their position on the way towards the set goal

7) Check-up, or "the auditing": In this phase, which develops contemporaneously with the previous one, changes in the participants' attitude, efficiency and advancement toward the objective are perceived and analysed

8) Booster, or "the monitoring": Keeping under control the variations that occur during the campaign gives the possibility to introduce the small course changesthat lead to a further raise of the initiative's "total gain".

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