TTI Success Insights Personal Motivation and Engagement
                     Personal Motivation and
Engagement
Sally Sampleton
7-13-2016
Be Daring, Be First, Be Different
Competitive Edge, Inc.
P.O. Box 724705
Atlanta, GA 31139
Tel:  (770) 487-6460
[email protected]
Copyright © 1990-2020. Target Training International, Ltd.
Table of Contents
Understanding Your Motivators 3
Aesthetic 4
Social 5
Individualistic 6
Theoretical 7
Utilitarian 8
Traditional 9
Attitudes - Norms & Comparisons 10
Motivators Hierarchy 12
Motivation Insights ® Graph 13
Motivators Wheel™ 14
Competitive Edge, Inc. Sally Sampleton
Tel:  (770) 487-6460
[email protected] Copyright © 1984-2020. Target Training International, Ltd.
Understanding Your Motivators
Knowledge of an individual's motivators and attitudes helps to tell us WHY they do things.
A review of an individual's experiences, references, education and training help to tell us
WHAT they can do.  Behavioral assessments help to tell us HOW a person behaves and
performs in the work environment.  This report measures the relative prominence of six
basic interests or motivators (a way of valuing life): Theoretical, Utilitarian, Aesthetic,
Social, Individualistic and Traditional.
Motivators help to initiate one's behavior and are sometimes called the hidden motivators
because they are not always readily observed.  It is the purpose of this report to help illuminate
and amplify some of those motivating factors and to build on the strengths that each person
brings to the work environment.
Based on your choices, this report ranks your relative passion for each of the six motivators.  Your
top two and sometimes three motivators cause you to move into action.  You will feel positive
when talking, listening or doing activities that satisfy your top motivators.
The feedback you will receive in this section will reflect one of three intensity levels for each of the
six motivators.
Strong - positive feelings that you need to satisfy either on or off the job.
Situational - where your feelings will range from positive to indifferent based on other priorities
in your life at the time.  These motivators tend to become more important as your top
motivators are satisfied.
Indifferent - your feelings will be indifferent when related to your 5th or 6th motivator.
Your Personal Motivators Ranking
1st Aesthetic Strong
2nd Social Strong
3rd Individualistic Situational
4th Theoretical Situational
5th Utilitarian Indifferent
6th Traditional Indifferent
Competitive Edge, Inc. Sally Sampleton
Tel:  (770) 487-6460
[email protected] Copyright © 1990-2020. Target Training International, Ltd. 3
Aesthetic
A higher Aesthetic score indicates a relative interest in "form and harmony."  Each
experience is judged from the standpoint of grace, symmetry or fitness.  Life may be
regarded as a procession of events, and each is enjoyed for its own sake.  A high
score here does not necessarily mean that the incumbent has talents in creative
artistry.  It indicates a primary interest in the artistic episodes of life.
Being recognized for creativity is the highest form of achievement for her.
Creativity is only limited by external, not internal boundaries.
Sally seeks self-realization and fulfillment.
Sally needs a sense of harmony and balance in her surroundings and
relationships.
Sally will have a strong interest in preserving our natural resources and
will probably practice conservation.
She is in tune with her inner feelings and likes surroundings that
complement these feelings.
Sally is interested in studying and appreciating the totality of a situation.
Looking good and feeling good is one of her goals.
Sally enjoys the beauty of her surroundings and would like others to share
her passion.
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THE. UTI. AES. SOC. IND. TRA.
35 28 92 63 58 23
Competitive Edge, Inc. Sally Sampleton
Tel:  (770) 487-6460
[email protected] Copyright © 1990-2020. Target Training International, Ltd. 4
Social
Those who score very high for this motivator have an inherent love of people.  The
social person prizes other people and is, therefore, kind, sympathetic and unselfish.
They are likely to find the Theoretical, Utilitarian and Aesthetic attitudes cold and
inhuman.  Compared to the Individualistic motivator, the Social person regards helping
others as the only suitable form for human relationships.  Research indicates that in its
purest form, the Social interest is selfless.
She is generous with her time, talent and resources for those in need.
Sally is patient and sensitive to others.
Helping the homeless may be one of her concerns.
Saying "no" is difficult when others need her time or talent.
Sally will be generous with time, research and information on social
problems.
She believes charities should be supported.
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THE. UTI. AES. SOC. IND. TRA.
35 28 92 63 58 23
Competitive Edge, Inc. Sally Sampleton
Tel:  (770) 487-6460
[email protected] Copyright © 1990-2020. Target Training International, Ltd. 5
Individualistic
The primary interest for this motivator is POWER, not necessarily politics.  Research
studies indicate that leaders in most fields have a high power drive.  Since competition
and struggle play a large part in all areas of life, many philosophers have seen power
as the most universal and most fundamental of motives.  There are, however, certain
personalities in whom the desire for direct expression of this motive is uppermost; who
wish, above all, for personal power, influence and renown.
She will evaluate each situation individually and determine how much or
how little control she will want to exercise.
The amount of control she attempts will increase if she has strong feelings
about the issues involved with the situation.  If, however, she has little
interest in the issues involved, she will not see the need for exercising
control.
At times Sally can be very competitive.
Sally can be assertive in meeting her needs.
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THE. UTI. AES. SOC. IND. TRA.
35 28 92 63 58 23
Competitive Edge, Inc. Sally Sampleton
Tel:  (770) 487-6460
[email protected] Copyright © 1990-2020. Target Training International, Ltd. 6
Theoretical
The primary drive with this motivator is the discovery of TRUTH.  In pursuit of this
drive, an individual takes a "cognitive" attitude.  Such an individual is nonjudgmental
regarding the beauty or utility of objects and seeks only to observe and to reason.
Since the interests of the theoretical person are empirical, critical and rational, the
person appears to be an intellectual.  The chief aim in life is to order and systematize
knowledge: knowledge for the sake of knowledge.
If Sally is truly interested in a specific subject, or if knowledge of specific
subject matter is required for success, then she will take the initiative to
learn about that subject in great depth.
Sally has the potential to become an expert in her chosen field.
In those areas where Sally has a special interest, she will be good at
integrating past knowledge to solve current problems.
If knowledge of a specific subject is not of interest or is not required for
success, Sally will have a tendency to rely on her intuition or practical
information in this area.
A job that challenges the knowledge will increase her job satisfaction.
Sally will seek knowledge based on her needs in individual situations.
Sally will usually have the data to support her convictions.
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THE. UTI. AES. SOC. IND. TRA.
35 28 92 63 58 23
Competitive Edge, Inc. Sally Sampleton
Tel:  (770) 487-6460
[email protected] Copyright © 1990-2020. Target Training International, Ltd. 7
Utilitarian
The Utilitarian score shows a characteristic interest in money and what is useful.  This
means that an individual wants to have the security that money brings not only for
themselves but for their present and future family.  This motivator includes the
practical affairs of the business world — the production, marketing and consumption of
goods, the use of credit and the accumulation of tangible wealth.  This type of
individual is thoroughly practical and conforms well to the stereotype of the average
business person.  A person with a high score is likely to have a high need to surpass
others in wealth.
Sally will not be swayed or motivated by what she feels are excessive
material goals.
Sally will seek a comfort level in her standard of living and try to maintain
that level.
Sally will accept her financial situation and not strive to change it.
Financial security is not a necessity, but a long-term goal.
Overemphasizing the value of money will bore Sally and turn her off.
Sally will not use money as a scorecard to impress others.
She is motivated by internal beliefs and does not feel compelled to
impress others with material things.
Sally will use her money to satisfy her true motivation.
There is not a tremendous need for Sally to have great sums of money.
Money and material possessions are not a high priority for Sally.
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THE. UTI. AES. SOC. IND. TRA.
35 28 92 63 58 23
Competitive Edge, Inc. Sally Sampleton
Tel:  (770) 487-6460
[email protected] Copyright © 1990-2020. Target Training International, Ltd. 8
Traditional
The highest interest for this motivator may be called "unity," "order," or "tradition."
Individuals with high scores for this motivator seek a system for living.  This system
can be found in such things as conservatism or any authority that has defined rules,
regulations and principles for living.
She will work within a broadly defined set of beliefs.
Traditions will not place limits or boundaries on Sally.
In many cases, Sally will want to set her own rules which will allow her
own intuition to guide and direct her actions.
Sally can be creative in interpreting other systems or traditions and
selective in applying those traditions.
It may be hard to manipulate Sally because she has not defined a
philosophy or system that can provide immediate answers to every
situation.
Sally's passion in life will be found in one or two of the other dimensions
discussed in this report.
She will not be afraid to explore new and different ways of interpreting her
own belief system.
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THE. UTI. AES. SOC. IND. TRA.
35 28 92 63 58 23
Competitive Edge, Inc. Sally Sampleton
Tel:  (770) 487-6460
[email protected] Copyright © 1990-2020. Target Training International, Ltd. 9
Attitudes - Norms & Comparisons
For years you have heard statements like, "Different strokes for different folks," "to each his own,"
and "people do things for their own reasons, not yours."  When you are surrounded by people
who share similar attitudes, you will fit in with the group and be energized.  However, when
surrounded by people whose attitudes are significantly different from yours, you may be perceived
as out of the mainstream.  These differences can induce stress or conflict. When confronted
with this type of situation you can: 
Change the situation.
Change your perception of the situation.
Leave the situation.
Cope with the situation.
This section reveals areas where your attitudes may be outside the mainstream and could
lead to conflict. The further away you are from the mainstream on the high side, the more people
will notice your passion about that attitude.  The further away from the mainstream on the low
side, the more people will view you as indifferent and possibly negative about that attitude.  The
shaded area for each attitude represents 68 percent of the population or scores that fall within one
standard deviation above or below the national mean.
Norms & Comparisons Table - Norm 2015
Theoretical Indifferent
Utilitarian Indifferent
Aesthetic Extreme
Social Passionate
Individualistic Mainstream
Traditional Indifferent
 - 68 percent of the population  - national mean  - your score
Mainstream  -  one standard deviation of the national mean
Passionate  -  two standard deviations above the national mean
Indifferent  -  two standard deviations below the national mean
Extreme  -  three standard deviations from the national mean
Competitive Edge, Inc. Sally Sampleton
Tel:  (770) 487-6460
[email protected] Copyright © 1990-2020. Target Training International, Ltd. 10
Attitudes - Norms & Comparisons
Areas in which you have strong feelings or passions compared to others:
You have a strong desire to become all you can be (self-actualization).  You will tend to strive
for balance, form and harmony in all areas of your life.  Others may not understand your
subjective way of reasoning and may feel you are somewhat unrealistic.  Your appreciation
of the world around you and the environment may appear extreme to them.
You have a very strong desire to help eliminate pain and conflict in the world, even to the
point of personally taking on the pain of others.  You will tend to give freely of your time,
talent and resources expecting little or nothing in return.  Others may believe you are a
"doormat," always giving everything away to whoever walks in the front door, unwilling to
look out for yourself or your family.  They may believe you are weak and easily taken
advantage of...a bleeding heart.
Areas where others' strong feelings may frustrate you as you do not share their same passion:
The amount of time and resources others spend in learning new things may frustrate you.
Understanding people who view the world based on return on investment will frustrate you.
Other things are more important to you.
Others who try to impose their way of living on you will frustrate you.  Your ability to try new
things frustrates them and they feel compelled to change you to their system.
Competitive Edge, Inc. Sally Sampleton
Tel:  (770) 487-6460
[email protected] Copyright © 1990-2020. Target Training International, Ltd. 11
Motivators Hierarchy
Your drive to succeed in anything you do is determined by your underlying motivators.
You will feel energized and successful at work when your job supports your personal
motivators.  They are listed below from the highest to the lowest.
1.  Aesthetic - Rewards those who value balance in their lives, creative
self-expression, beauty and nature.
0 10 20 30 40 50 60 70 80 90 100
92
43*
2.  Social - Rewards those who value opportunities to be of service to
others and contribute to the progress and well being of society.
0 10 20 30 40 50 60 70 80 90 100
63
42*
3.  Individualistic/Political - Rewards those who value personal
recognition, freedom, and control over their own destiny and others.
0 10 20 30 40 50 60 70 80 90 100
58
55*
4.  Theoretical - Rewards those who value knowledge for knowledge's
sake, continuing education and intellectual growth.
0 10 20 30 40 50 60 70 80 90 100
35
60*
5.  Utilitarian/Economic - Rewards those who value practical
accomplishments, results and rewards for their investments of time,
resources and energy.
0 10 20 30 40 50 60 70 80 90 100
28
53*
6.  Traditional/Regulatory - Rewards those who value traditions
inherent in social structure, rules, regulations and principles.
0 10 20 30 40 50 60 70 80 90 100
100 100
23
90 90
47* 80 80
70 70
* 68% of the population falls within the shaded area. 60 60
50 50
40 40
30 30
20 20
10 10
THE. UTI. AES. SOC. IND. TRA.
35 28 92 63 58 23
Competitive Edge, Inc. Sally Sampleton
Tel:  (770) 487-6460
[email protected] Copyright © 1990-2020. Target Training International, Ltd. 12
®
Motivation Insights  Graph
7-13-2016
100 100
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THE. UTI. AES. SOC. IND. TRA.
Score 35 28 92 63 58 23
Rank 4th 5th 1st 2nd 3rd 6th
national mean
Norm 2015
T: 10:07
Competitive Edge, Inc. Sally Sampleton
Tel:  (770) 487-6460
[email protected] Copyright © 1990-2020. Target Training International, Ltd. 13
Motivators Wheel™
7-13-2016
L TA HN EO
IO RIT ED TIC
TR
A A
23 35 L
6th 4th
63 28
2nd 5th
92 58
A C
E 1st 3rd ST
I
ST IH LE AT UIC DIV
ID
IN
T: 10:07
Competitive Edge, Inc. Sally Sampleton
Tel:  (770) 487-6460
[email protected] Copyright © 1990-2020. Target Training International, Ltd. 14
SOCIALUTILITARIAN