Incentive evolved from persuasion as the next well known motivational method. Frederick sw. Taylor (1856-1915) also known as the Father of Scientific Management applied scientific methods to factory problems and urged the proper use of human labor. In 1911, he published Principles of Scientific Management. During his career as an executive, consultant, production specialist and efficiency expert, Taylor had four key goals:

• To develop a science of management
• To select workers scientifically
• To educate and train workers scientifically
• To create cooperation between management and labor

Taylor developed the core ideas of scientific management. Using time and motion studies, he determined the level of output workers should be able to achieve with specific materials and equipment. Using this data, he determined the quickest way to perform tasks. Taylor also introduced work breaks and the piece-rate system for workers pay. His objective was to try to make the worker as consistent, reliable and efficient as the machines they ran; which in turn made managers' and workers' activities more predictable and more controllable.

By applying Taylor's principles, many organizations achieved major gains in efficiency. Unfortunately, labor organizations and unions claimed that scientific management was just a device to get more work from each employee and reduce the total number of employees needed by the firm.

Today, striving to attain a balance between work, family and self is much more accepted. Organizations not only compete with each other for skilled talent, they must compete with each associate's personal needs seeking to invest more time with their families and pursue individual aspirations. As a result, fear and persuasion, although still used, are no longer as effective in motivating associates to perform their job functions. Incentives have become the dominant motivational method in today's organizations.

Understanding how to meet each associate's career needs through challenging jobs, fair pay and promotional opportunities while supporting their work/life balance should be one of management's primary goals. Managers that provide the right incentives for each of their associates will be able to achieve this goal.

Effective managers must know how to use the right combination of fear, persuasion and incentive to motivate each of their staff associates.