Syllabus: Pearson - A Level Business
Module: 1.4 Managing People
Lesson: 1.4.4 Motivation in Theory and Practice

Introduction

The topic of motivation sits at the heart of business success. Pearson Edexcel’s A Level Business specification includes “1.4.4 Motivation in theory and practice” within Theme 1: Marketing and People. This section challenges students to explore the psychology behind employee engagement and how that influences productivity and business outcomes. Aligned with the needs of real classrooms, this unit is both assessment-relevant and practically grounded—offering rich opportunities for active learning and direct application to real-life business scenarios.

Key Concepts

Students are expected to understand and apply the following:

• The importance of employee motivation to productivity, morale and business performance.

• Motivation theories, including:

  • Taylor’s Scientific Management

  • Mayo’s Human Relations Theory

  • Maslow’s Hierarchy of Needs

  • Herzberg’s Two-Factor Theory

• Financial methods of motivation, such as:

  • Piece rate

  • Commission

  • Bonus schemes

  • Profit sharing

  • Performance-related pay

• Non-financial methods of motivation, including:

  • Delegation

  • Consultation

  • Empowerment

  • Team working

  • Flexible working

  • Job enrichment and enlargement

These concepts link directly to the broader theme of human resource management and strategic decision-making within organisations.

Real-World Relevance

The theory comes to life when applied to real business decisions. Consider:

• John Lewis Partnership, which integrates profit-sharing and employee ownership, embodying Herzberg’s motivators like recognition and responsibility.

• Amazon, frequently cited for its intense performance culture, highlights the tensions between financial incentives (like bonuses) and non-financial factors (like work-life balance).

• Pret A Manger’s mystery shopper bonus scheme combines team-based rewards with individual recognition—touching on both Taylor’s and Herzberg’s ideas.

These examples help students evaluate how theoretical models play out in practice, with varying success.

How It’s Assessed

Assessment for this topic includes:

• Short and long-answer questions applying motivation theory to business contexts.

• Data-response tasks, requiring students to interpret case study information and justify decisions.

• Common command words include:

  • Explain: describe how a theory or practice works

  • Analyse: examine how motivation affects performance or decision-making

  • Evaluate: weigh up the strengths and weaknesses of different motivational strategies

Students are expected to apply knowledge to unfamiliar scenarios—understanding the theory isn’t enough, they need to show how and why it matters in business.

Enterprise Skills Integration

This topic lends itself naturally to Enterprise Skills Ltd’s active learning philosophy. Through our Business Simulations, students can:

• Make decisions on staff motivation strategies

• Balance budgets while choosing between financial or non-financial incentives

• See the consequences of demotivated teams versus well-managed, motivated workforces

Skills developed include:

• Decision-making: choosing the right approach under constraints

• Problem-solving: identifying the root causes of low motivation

• Critical thinking: comparing and applying motivation theories in live scenarios

It’s learning by doing—students take ownership, make mistakes, and understand the why.

Careers Links

Motivation theory isn’t just academic—it directly maps to real job roles and workplace dynamics. Careers links include:

• HR roles (e.g. HR advisor, people and culture manager): understanding how to retain and motivate staff

• Line managers and team leaders: responsible for putting motivational strategies into practice

• Entrepreneurs: deciding how to engage and incentivise teams effectively

This aligns with Gatsby Benchmarks 4, 5 and 6 by connecting curriculum content to the world of work and providing employer-relevant knowledge.

Teaching Notes

Tips for teachers:

• Use short role-play scenarios where students act as managers choosing motivational strategies.

• Map theories to local businesses or students’ part-time jobs for immediate relevance.

• Use video case studies (e.g. behind-the-scenes HR practices at large retailers) to make abstract theory tangible.

Common pitfalls:

• Students often mix up the theorists—build in low-stakes quizzes to reinforce names and key ideas.

• Overreliance on financial motivation examples—ensure they can explain and evaluate non-financial methods too.

Extension ideas:

• Ask students to redesign a workplace environment to boost motivation, presenting back with justifications tied to theory.

• Use a Business Simulation day to let them experiment with real-time HR decisions and reflect on the impact.