This document discusses techniques for motivating audiences and understanding their characteristics. It outlines identifying the primary, secondary, and key decision makers in an audience and understanding their knowledge and attitudes. It recommends appealing to an audience's growth needs using Herzberg and Maslow's theories of motivators like achievement, recognition, and group affiliation. The document also presents the Four C's Model of character traits - Comptroller, Commander, Collaborator, and Crusader - which tend to work alone or with groups and maintain or change the status quo through different approaches like procedures, accomplishing results, or accomplishing a "dream." Students are assigned to write a note on the Four C's Model.

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