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Using needs theory as a framework, describes research that examined top rated school superintendents′ needs for power, achievement and affiliation. Identifies distinctive motivational profiles using the job choice exercise (JCE) and supplements quantitative results with telephone interviews which enabled comparison of JCE scores with verbal responses. Results indicated the need for power was the dominant motive and that it tended to be coupled with low affiliation rather than high affiliation. Interview data supported the importance of power, but suggested motives serve as predispositional tendencies which are often superseded by pressure to act in response to situational specifics.

The purpose of this paper is to analyse film festival spectators on the basis of their motives for attending as well as other variables linked to cultural consumption, the evaluation of the event and certain sociodemographic characteristics of attendees.

Survey data were collected at the Valdivia International Film Festival, the case study. In order to achieve the goals of the paper, a variety of statistical methods and techniques were used. First, principal component factorial analysis was applied to identify the underlying motivational dimensions. Second, the authors adopted cluster analysis based on the dimensions pinpointed in the factorial analysis in order to segment festival attendees. Finally, analysis of variance and χ2 analysis were applied to establish each group's profile.

The empirical research reveals three motivation factors (discovery, entertainment and cinema) and three discrete groups of spectators, labelled as socially indifferent, film lovers and enthusiasts). They present different profiles from a consumption viewpoint.

The results provide useful insights into cultural policy and management of this kind of events, and even for those in charge of tourism policies in the city and the region.

The paper aims to contribute to the literature addressing festival motivation for the specific case of a film festival, a field for which there are almost no studies into motivation, in a given geographical area South America which is active in creating festivals.

The purpose of this paper is to determine what motivating strategies followers (comprised of low and high need achievers) view as most necessary from their leaders.

Three survey instruments were administered to 297 working professionals taking business courses offered through a college of management at a private university. Correlational research methodology was used to investigate the relationships between self‐attributed needs for achievement on demographic, interest and effort variables. Discriminant analysis was used to determine if motivational and profile characteristics could be used to predict low and high self‐attributed need achievers.

The major findings of this study centered on the leader's ability to inspire followers by using a variety of interesting coaching techniques and by building their self‐esteem regardless of achievement orientation.

The results of this study are tentative and need to be reproduced with a larger, more comprehensive sample of a broader population.

This research offers leaders practical techniques for effectively utilizing motivating strategies which may increase their followers' interest and effort in a performance situation.

The findings of this study indicating that interest and effort can be used to improve motivation suggest that followers may exhibit significant gains in continuing motivation when relevant techniques are applied by the leader.

Reliance on individual talent and motivation renders creative professional service firms (PSFs) highly dependent on their ability to attract and mobilise the right individuals. This paper aims to build an integrated framework showing firstly how creative industry PSFs can differ in their strategy for growth, and secondly how these alternative strategies for growth can influence the firm's approach to organising and the type of talent required.

The findings are based on a series of interviews with managing directors, senior management and practitioners of architectural organisations in a single country, combined with an extensive literature review.

The authors' framework illustrates how the proposed growth strategies for creative PSFs are aligned to alternative professional talent profiles – a product portfolio strategy where the firm structures for efficiency aligned to a managerial talent profile, and an artistic competency strategy where the firm structures for creativity aligned to a technical talent profile.

The usual limitations apply in terms of generalisability of findings from case studies.

The authors' proposed framework represents a novel attempt to help management of creative PSFs to align their growth strategies with human resource practice to achieve the firm's objectives, and provide valuable practical advice to managers on achieving this “fit”.

By linking the firm's strategy and structure to identify the organisation's human resource requirements, the authors provide a novel framework for how creative PSFs can attract and retain the type of talent profile and motivational characteristics best suited to perform consistently and contribute to achieving the firm objectives.

Authenticity is a complex character that is valued in service contexts. Frontline service employees (FSEs), as both brand representatives and individuals who interact with clients, can signal their authenticity to customers. The purpose of this study is to investigate how FSEs signal their authenticity to customers. The authors investigate authenticity signal themes and develop a typology of how FSEs use these signals in the workplace.

This research uses a multi-method approach: qualitative data were collected through in-depth interviews with FSE and customers and quantitative data were collected in a follow-up survey using a sample of financial planners.

Findings from both studies show that FSE can use signals reflecting the display of client-centricity, positive emotions, transparency and disclosure of personal information. A latent profile analysis reveals three authenticity signal profiles, differing in the extent to which FSE uses each of these signals.

This study identifies how FSEs can shape perceptions of authenticity in a service context, thus expanding theory by integrating both personal and brand authenticity perspectives. The findings further demonstrate that authenticity can be signaled on multiple dimensions, reflecting the complex nature of this construct.

The findings from this research can guide managers in developing workplace policies that enable FSEs to display authenticity in various ways to customers. Managers can further use the insights from this research to identify needs for FSE training and development.

The authors create novel insights into how FSEs signal authenticity to customers given their dual roles as individuals and brand representatives. This study offers nuanced insights into different types of signals and their application in a service context.

Although salesperson motivation has been widely researched within the USA, the purpose of this paper is to examine similarities and differences in salesperson motivation in different countries and cultures.

Hypotheses of differences in motivation dimensions between Eastern and Western sales forces are proposed based on previous cross‐cultural and motivation research. An archival assessment database with data from over 120,000 salespeople is used to examine the hypotheses.

Salespeople from Western cultures are more motivated by the needs for achievement, relationships, and power than salespeople from Eastern cultures. The results for the relationship hypothesis were unexpected.

The study provides an important first step to conduct more research on global sales force motivation.

Identifying or confirming the salesperson motivations that exist in other countries will provide critical insight to sales managers as they recruit and develop a global sales force operating in multiple markets. Recruiting a sales force with motivations consistent with the cultural norms of a foreign market could lead to a significant competitive advantage.

As the current “one size fits all” research approach is likely to be ineffective in identifying the conditions that promote the entrepreneurial career of the solo self-employed, this paper advances the current understanding of the heterogeneity among the solo self-employed.

A person-centered approach is used to identify groups among the solo self-employed based on their starting motives and to examine their engagement in proactive career behaviors.

Using Latent Class Analysis (LCA), six groups displaying distinct motivational profiles are identified: (1) the pushed by necessity, (2) entrepreneurs by heart, (3) control-seekers, (4) occupationally-driven, (5) challenge-seekers and (6) the family business-driven. In line with the argument that starting motives affect behavior because they reflect the future work selves that individuals aim for, results show that solo self-employed with distinct motivational profiles differ in their engagement in proactive career behaviors. For future research, it is recommended to examine the role of demographic characteristics in the engagement in proactive career behaviors.

Although starting motives among self-employed people have been studied frequently, this research applies an innovative methodological approach by using LCA. Hereby, a potentially more advanced configuration of starting motives is explored. Additionally, this study applies a career perspective towards the domain of solo self-employment by exploring how solo self-employed with distinct motivational profiles differ in terms of managing their entrepreneurial careers.

This study aims to investigate cross-level influences of team cohesion, trust and conflicts on team member’s proactive motivational profiles and outcomes of profile membership over time.

Data was collected in a four-month longitudinal field study with 47 teams (N = 202).

Latent profile analysis derived four proactive motivational profiles. The higher motivated profiles reported better study outcomes, higher levels of team trust and cohesion and fewer conflicts over time. Team trust and interpersonal conflicts emerged as significant predictors of profile membership.

Recommendations are derived on how to best manage teams and the members comprising it when trust in teams is low or interpersonal conflicts are high.

Applying a person-centred approach in a team context advances multi-level theories of team motivation by mapping the cross-level effects of team processes on different kinds of motivational states.

Research on knowledge creation within eSports learning is scarce. This study extends the understanding of competition-oriented collaborative learning in eSports by examining the relationship between the dynamics of knowledge creation modes and the continuum of the motivational profile, along with the moderating effects of mutualistic co-presence therein.

Participants were recruited from the community of massively multiplayer online gamers (MMOGs). Through a quantitative survey, their motivations (i.e. self-extrinsic, self-intrinsic, peer-extrinsic and peer-intrinsic motivations), knowledge creation involvements (i.e. internalization, externalization, combination and socialization) and perception of mutualistic benefit of self and peers were captured for hypothesis testing.

Significant and positive direct relationships were observed between four motivations and four knowledge creation modes. The mutualistic co-presence positively moderated the positive relationship between the self-extrinsic, peer-extrinsic and peer-intrinsic motivations and socialization. When mutualistic self-benefit were outweighed, peer-extrinsic motivated gamers became less likely to perform internalization, whereas self-extrinsic and peer-extrinsic motivated gamers were less likely to perform combination.

This study is among the first to rationalize the relationship between motivational profile and the dynamics of knowledge creation in eSports learning. The conceptualization of the new construct – mutualistic co-presence – using the ecological concept of symbiosis is uncommon in prior literature. The findings also demonstrate that the four modes of knowledge creation in eSports learning are continuous and interwoven; they can be initiated at any point and do not necessarily occur in a specific sequence.

Although one of the central premises of authentic leadership theory is that authentic leaders mobilize their followers, the underlying motivational mechanisms of this process remain poorly understood. Drawing on self-determination theory, this study aims to fill that gap by examining authentic leadership practices (ALP) as theoretical antecedents of employees' motivation profiles.

Latent profile analyses conducted on a sample of 501 employees revealed four profiles: self-determined, unmotivated, highly motivated and moderately motivated.

ALP were associated with a higher likelihood of membership into the most adaptive motivation profiles. Employees in these profiles displayed more optimal job functioning: higher organizational commitment and performance, and lower intentions to leave their organization.

These findings underscore the predictive power of autonomous motivation for employee functioning and provide new insights into how ALP can improve work motivation, and hence job functioning. Our results account not only for how ALP affects the complete range of behavioral regulations at work but also the different patterns in which these regulations combine within employees.