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THE POWER OF READING PEOPLE
THINK ABOUT IT!
Now that you’re acquainted with the six motivators—theoretical,
aesthetic, utilitarian, social, individualistic, and traditional—it’s
beneficial to reflect on the following:
• Determine which three motivators are most significant to you
and explain your reasoning.
• For each of the six motivators, identify someone you know from:
Your personal friendships
Your regular customer base
Your team of employees
Engaging in this reflection can enhance your ability to recognize
and understand these drivers during interactions with potential cli-
ents, new customers, employees, or job candidates.
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