1. AUDIENCE INVENTORYAUDIENCE INVENTORY
 Who are they?
1. Primary Audience
2. Secondary Audience
3. Key Decision Maker
 What do they Know & Feel?
1. Knowledge
2. Attitude and feeling

2. TECHNIQUES TOTECHNIQUES TO
MOTIVATE AUDIENCEMOTIVATE AUDIENCE
 Punish or RewardPunish or Reward
 Appeal to Growth NeedsAppeal to Growth Needs
 Use the Need for BalanceUse the Need for Balance
 Cost/Benefit AnalysisCost/Benefit Analysis
 Be Sensitive to Character TraitsBe Sensitive to Character Traits

3. MOTIVATING AUDIENCE:MOTIVATING AUDIENCE:
Appeal to their growth needs
Herzberg’s
Research
Work itself
(achievement)
Advancement
(recognition)
Working
relationship
Working Conditions
Safety
Maslow’s Needs
Hierarchy
Personal Growth
Self-esteem
Group Affiliation
Safety
Survival
Growth Needs
(Motivators)
Deficiency Needs
(Hygiene Factors)

4. The Four C’s Model:The Four C’s Model:
Business Personality TraitsBusiness Personality Traits
TENDS TO
WORK
ALONE
TENDS TO
WORK
WITH A
GROUP
MAINTAINS
STATUS
QUO
CHANGE S
STATUS QUO
Comptroller
(Bureaucrat)
Commander
(Efficient Achiever)
Collaborator
(Socialite)
Crusader
(Idealist)
Through
procedures
To accom
plish
results
Toaccom
plish
“dream
”
Through
affiliation

5. Assignment -4
Write a note on the Four C’s Model of
Character Traits.
Submission Deadline: Next class
Submit in Handwritten or Printed Form
or E-mail:
drbasit_preston@hotmail.com

6. Assignment -4
Write a note on the Four C’s Model of
Character Traits.
Submission Deadline: Next class
Submit in Handwritten or Printed Form
or E-mail:
drbasit_preston@hotmail.com